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Is Global Good?
By Diane Krakora, President & CEO
There is a stampede to flatten the world and engage partners on a global level. But, is that a good thing for the partners, your market penetration or efficiency? Globalization is a topic we’ve seen our clients struggle with increasingly over the years as they attempt to align the strategies, processes and systems around their partner programs across multiple geographies. We were not surprised when about half (49%) of the respondents in our 2007 Partner Programs Survey reported the intention to globalize their partner program operations in the next 12 months. But what exactly does this mean and is globalization a good strategy for all companies?
To download research from Amazon Consulting's third installement of The 2007 State of Partner Programs Study Report III: Programs, click here.
Several companies, such as Network Appliance, VMware and BEA have partner programs that are unique for each distinct sales and operating region – namely North America, EMEA, Asia Pacific and Latin America. These organizations tend to have a strong regional structure – i.e., a president or general manager that is responsible for the entire P&L of the region. Other, larger companies such as AMD, Oracle, Cisco, and Symantec, have “globalized” partner programs, providing essentially the same program structure across all operational regions. Which is better? That depends on several decision elements, including the strength of the global brand, the product and channel maturity, and the resources available both at the global headquarters and in the regions.
Gary Bixler has worked in both worldwide and domestic channel marketing roles for microprocessor manufacturer AMD and understands the benefits and challenges of standardizing globally. AMD engages with a total partner base of 7,000, with 3,800 located in global markets.
Read more.
Solutions Directory
Easily enable your developers and ISV partners to communicate the value of their complementary technologies to your customer base while providing you with the most complete and current information on your partners' technology initiatives. With the Solutions Directory, you can boost your partners' revenue-generating capabilities and overall satisfaction by connecting them via this easily implemented online tool to a qualified audience of buyers.
The Solutions Directory enables you to engage your developer and ISV communities by providing them an easy to use online venue to showcase their solution offerings. By implementing the Solutions Directory vendors are encouraging a total-solution sales approach which improves partner revenue generation, satisfaction and loyalty by providing technology up-sell and cross sell opportunities. Moreover, the Solutions Directory provides end-customers with easy, one-stop access to a catalogue of complimentary product offerings.
Solution Directory Resources:
Open Demo Now Available!
Test Drive PartnerPath Solutions Today!
We can provide you access to a fully functional PartnerPath Portal and Resource Center implementation to review and test with your partners and internal teams. Get hands on with PartnerPath to see how easy it can be:
- Post items to the Resource Center
- Add a user
- Customize homepage content
- Check site statistics
- ...and more
For more information of PartnerPath, visit www.Partner-Pather.com.
Going Global:
A Discussion of the Benefits and Challenges Involved with Creating a Truly Global Partnering Strategy"
Wednesday, July 18, 2007
11am - 12pm
There is a stampede to flatten the world and engage partners on a global level. But, is that a good thing for your partners, your market penetration or efficiency? In this new web seminar we'll look at the challenges and benefits behind globalization as well as discuss scenarios and examples in which it may or may not be a good idea to take the "global plunge."
To register, click here.
By Us, About Us
Amazon Consulting is an active contributor to the press by conducting interviews and publishing innovative thought leadership editorials to leading industry publications.
Below is a selection of Q2 press coverage:
eWeek's Channel Insider -
"Amazon Consulting Extends Partner Management Tool"
eChannelLine -
"Vendors perspectives on the channel"
eWeek's Channel Insider -
"CDW on the Sales Block"
eChannelLine -
"The state of partner programs"
BEA
Sr. Regional Alliance Manager
London, UK
To develop and drive business relationships with third party organisations to produce incremental revenue for BEA and add value to the Enterprise Selling Process.
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Juniper Networks:
Channel Marketing Program Manager
Sunnyvale, CA.
Manage the launch and on-going effectiveness of channel marketing and resources associated with product launches, incentives and lead generation programs.
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VMware:
Technical Enablement Manager
Austin, TX.
VMware Technical Enablement Manager plays a crucial role in enabling the VMware channel in surpassing their revenue goals through timely solutions technical training and enablement. As solution-focused, technology driven trainers, they are a key part of the channel programs team consisting of the technical train-the trainers, technical content developers and instruction designers. This 1:1:1 ratio of each project reflects our commitment to an outstanding channel enablement model.
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Do you need a position filled ASAP?
For pricing and package information, please send an email to techchannelcareers.com or visit www.techchannelcareers.com.
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