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”
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:
We created a new “meetup” group for business networking. This is to meet and exchange ideas about business networking, which partner and alliance networks is a big part of it. Please check it out. Joining the group is free.
The first meeting: January 21st – 2008. This goes hand in hand with the launch of Xeequa 1.0.
We created a new wiki to support the channel excellence activities. Please request a password if you like to contribute by sending us an email at mr at channelexcellence com.
The wiki is publicly available.
Why do it? It’s so easy and just very interesting to participate in the process. Of course the financial return is a bid higher but as we all know – if not Dan Brown – you won’t get rich from writing a book in particular a special interest book. So the book is out and I start to collect some reviews. Also the ISBN number arrived today. After a final touch up I’ll approve the book and it will be available through Amazon.com and Barns & Nobel.
But the book distribution has it’s price – talking about distribution – sounds sooo familiar. I get more than twice by selling through Lulu than selling through Amazon and Barns & Nobel. But at the end that’s actually what the book is about – direct versus indirect. And not just because I eat my own dog food – I believe in the model.