Channel Strategy
US market entry and channel success is all about velocity
International channel success is all about velocity. Let me explain what it means. If you want to enter a new markets with your solution and you do not have presence in the new market, you have to pay attention to things that you might not think about. Let’s assume that you want to enter US markets…
Read MoreMicrosoft Office 365 channel is not only about margins anymore
If you are a traditional independent software vendor (ISV), you might be surprised when talking to channel partners that are looking for Office 365 solutions. The reality is that margins that most ISVs offer to its channel partners do not carry the cost that channel partners take on to build its cloud practice. Channel partners are…
Read MoreWhy channels might not care about channel margins
Not all channel partners care about the channel margins that software vendors are willing to give out. There could be many reasons for this, but what I have seen for the most cases is that the potential channel partner have realized that they have to sell and invest heavily to the sales operations for that…
Read MoreSelecting your cloud vendor carefully to avoid disasters
Selecting a cloud vendor and committing to its services is typically very easy. There is lots of vendors in each category as cloud is becoming defacto standard in many areas such as cloud storage. Today I read an article in Channelnomics about Nirvanix failure in the enterprise cloud space and its impact on customers. What…
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