Posts Tagged ‘Channel Development’
Can 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 MoreWhy am I still signing SharePoint Enterprise deals?
Why am I still signing SharePoint enterprise deals even if everybody is talking about Office 365? Let me explore some of the reasons that I have found out from my hundreds of calls with both Microsoft channel partners as well as end user organizations. I already made a few comments about this in my blog…
Read MoreSteps to take in channel development
I often get the question what steps to take in channel development. Exactly 10 years ago I founded TELLUS International with the idea to help software vendors to establish their channel in the US. There are many reasons why I decided to start my own management consulting company, but the main reason to focus initially…
Read MoreEntering US Markets by Building Channels
Entering US markets by building channels can be very lucrative for non-US companies but there are many things that the software vendor has to think about from a strategy perspective. US software markets are huge seen from any perspective and it would be a big mistake to ignore it especially if the software vendor has a…
Read MoreUS 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…
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