Posts Tagged ‘Channel’
AI Disruption – Shaking up the Established Vendors
I can’t remember any other time in my career when I have witnessed so many disruptions on so many fronts concerning technology. It is changing the way we work, changing the ecosystems in multiple industries, and destroying many traditional businesses that were reluctant to face the reality that AI is replacing some things they do.…
Read MoreEcosystems and channels in transformation mode
I have lived and breathed software channels my entire career. I learned how they worked as a young product manager for Finland’s second-largest software ERP company. My channel career took off when I became head of development for a Finnish data warehousing/analytics company, where we built channels in Western Europe and the US. I learned…
Read MoreWill AI break the business model for some channel partners?
Some writings on the web made me “compelled” to think about AI and how it might impact channel partners. To give some context to my thoughts, I should give some background. I have lived and breathed the channel for 30+ years within the software industry. My boutique consulting company, TELLUS International, has been the foundation…
Read MoreCan a strong channel partner program give you a competitive edge?
Can a strong channel partner program give you a competitive edge? That is what software vendors are contemplating on. When you add the transformation of business models for both the ISV and channel partners, you have multiple dimensions that will have an impact on the success of your channel efforts. What has not changed in…
Read MoreA weak SaaS software solution can destroy the business for a channel partner
A weak SaaS software solution can destroy the business for a channel partner more easily than in the traditional license-based software business models. Lets analyze what has changed and what kind of questions a channel partner need to be aware of. Roles and responsibilities have changed In the past, the “bits” were delivered to the…
Read MoreSteps to take when building a channel
I often get the question what steps one needs to take when building a channel for a software solution. Let me be clear. It is a labor intensive process and takes time and there really are no shortcuts that at least I know about. It takes time and practice to become effective in outreach. Also,…
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…
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