Cloud Computing Reseller & Publishing Industry

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”

See you at the funeral

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”

Deal Registration 2.0

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”

Channels Go Social Media

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:
http://www.slideshare.net/Xeequa/channels-go-social-media-presentation

Fine-Tuning the Channel

Marshall Lager from CRM Magazine:
“They’re not exactly employees, and they’re not quite customers, but your channel partners can be equally important — and you can’t just direct them by remote control.
You may want to read this interesting article.

What’s very interesting too is the way this article is structured – not the typical monologue but it includes a pull from a LinkedIn Q+A and other social media aspects. Well done. This is what I consider journalism 2.0

Partner Programs

Which vendor has the ultimate partner program? What works for vendor A does not mean it also works for vendor B.
Each partner program has to be easy to adopt for the partner but still tailor-made for the vendor.

During our research we came across several partner programs. A lot of programs we reviewed were just carbon copies of the channel program the big vendors released.
Seen one, seen ’em all. Nevertheless we found vendors who placed great importance to their channel programs. Clear program and dedicated channel support creates a win-win situation for partners and vendors.

I contacted several channel manager and asked for permission to show case in the book their prominent partner programs. Cross the fingers we will get all feedback in time – The content is almost completed and we expect to get some pre-print examples in July