I see a lot of channel manager being frustrated about social media support for their partners “We don’t even have a social media strategy for ourselves”. My typical answer:
The Information Technology Industry is going through an interesting migration. It is somewhat similar to the migration from “big iron” also known as main frame computers to personal computers in the 80’s.
Please don’t make the mistake to compare it with the Internet evolution as the Internet was an “add on” to the existing PC landscape. The Internet was an additive way of leveraging the PC as it was.
Cloud computing however changes the way applications are developed, delivered, maintained, used… PCs allowed for decentralizing the highly concentrated data and technology power from main frames and its connected terminals and get the full computing power under the control of its user. Continue reading “Cloud Computing Reseller & Publishing Industry”
There are hundreds of people trying to help technology resellers and VARs to transform from selling traditional IT to SaaS, lately to Cloud Computing or other new tech topics like social media or Web 2.0 solutions. The SaaS industry tried since 10 years and failed badly. Here is why I believe it just doesn’t make sense: Continue reading “Stop dreaming about channel transformation”
So let me share with you my experience from the past 10 years in the “SaaS industry”.
1) If something is 10 years old and hasn’t taken off – it’s better to leave it off
2) Cloud computing is the newer more sexy term for SaaS
3) People who sell SaaS sell the wrong thing. Continue reading “SaaS is dead – VARs for SaaS don’t exist”
The end of the channel – long life the channel. The end of the high tech channel was predicted the first time 1985 – 3 years after the first computer reseller opened shop. Ever since the end of the channel was predicted.
But then if we look at the typewriter resellers, that channel was predicted to die and it did. It did with no noise, silently vanished away – after 10 or so years of arguing. Look at the bakery, butcher, shoemaker – all predicted to die – and at the end: all did go out of business. Continue reading “See you at the funeral”
SaaS, Social Media, Online Software Applications… all have one in common, those businesses need indirect sales channels to grow.
Any kind of reseller on the other hand can only be successful, profitable and attractive to end customers when they have a larger product portfolio – single brand resellers can’t survive. Here is what I believe SaaS companies need to do: Continue reading “Networked Channels for Software Services”
Deal Reg 2.0 (Feb 23)
On Feb 23, 2010 – Xeesm will introduce a Deal Registration System web 2.0 style.
The website does not talk about the product or strategy, but the event agenda eludes to the fact that it will be a multi vendor system with some new thinking:
Deal registration has become one of the key program elements for high tech channels. However the many different systems, different processes on one side and the fact that channel partners have to enter deal multiple times are reasons for a rather slow adoption. Traditional online registrations forms are rather unattractive to system integrators, VARs or resellers. Continue reading “Deal Registration 2.0”
We all know, customers no longer conduct their product or brand exploration by reading magazines, market research, visiting exhibitions or asking the “experts”. Instead prospects explore the web, get influenced by peer groups and trusted networks THEN they touch base with interesting product or brand sources.
What was once a key function of the channel:
If you missed our webinar Channels go Social Media – please find on Slideshare the powerpoint presentation. Empowering partners to play a role in the fast-growing “Social Web” Brand attitude is shifting and purchase decisions are increasingly influenced by social networks, blogs, forums and online communities. Are your channel partners online – where your customers are seeking information? Has your channel marketing adjusted to this new reality? Vendors need to inspire their partners to stay ahead of the customer buying curve. This is not an ROI question or question of business process effectiveness. This is a question of keeping or losing your partner and customer relationships! This web-based seminar talked about what needs to be done today.
You find the presentation here: