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PARTNER RESOURCES

These resources provide resellers, VARs, ISVs, systems integrators, and service providers with the tools, links and solutions to jointly identify, develop, integrate, market, sell, and implement manufacturer program solutions.

Hardware valued added resellers

Business software systems value added resellers

Business solutions value added resellers

VAR

THE PARTNER PINNACLE AWARD

There must be a significant commitment to VARs to work with each individual company in order to maximize success, solve prospect needs and deliver complete solutions. Partner programs are usually unique and structured with channel managers. Most programs will set the minimum requirements and benefits including solution training and technical support as part of the application process.

VAR

software margins

 

Margin Pressure

Commitments to VARs should include to perform strategy and marketing plans with each partner, with the goal to maximize the mutual customers' success, to solve customer needs with powerful business applications and solutions. VAR and alliance programs are unique and best when individually formed with Channel Managers. Most programs will share minimum base line requirements and combine benefits including training, technical support, dedicated channel representatives, lead management and other partner tools.

PARNTER PEAK

Partner PEAK is the authority for channel partner strategies, insight and advice.

Resources and VAR programs must be flexible and offer co-branding, lead management and geographical exclusivity alternatives for international partners based upon a minimum commitment and revenue volume capabilities. If the VAR program is to be successful, the manufacturing company and VAR must share a business development strategy and understand that a winning program is more than a relationship of convenience. Only winning programs achieve sustained success. Each partner should show a business approach and commitment to short term prospects and long-term success. The partner alliance should put the customer above everything else and include the executive levels of both companies.

Parado's law applies with VAR programs; meaning that normally 20 percent of the VAR population contribute 80 percent of the manufacturers revenues.

Oracle partners

Sun partners

Microsoft partners

Salesforce.com partners

NetSuite partners

Aplicor partners

 

VAR

 

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