• CHANNEL PARTNERS RESEARCH

    CHANNEL PARTNERS RESEARCH

    Transformation or consolidation?
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Techaisle’s channel advisory service provides facts that channel executives need to navigate the future, insight into what must be done to ensure a viable path forward and how can vendors work with channels to help boost momentum at today’s critical business juncture.

The complexity of managing a consistent set of channel programs and practices across a heterogeneous channel is mitigated by the fact that different types of partners tend to focus on different types of products and solutions. Channel partner data shows that IT vendors require multiple types of channels to successfully reach all potential buyers.However, with an increasing overlap between solution categories there is increased program management complexity. The basis of channel differentiation is increasingly tied to customers and value propositions. Data also shows that that there are quantitative, meaningful and actionable differences between channel partners who are successful in the business of selling in each of the different solution areas and those that have not developed successful practices.

TECHAISLE CHANNEL ADVISORY

The channel partner industry is very different from the community that existed a decade ago. Once a staid domain in which technologists provided IT infrastructure support to (mainly) local customers, the channel is being reshaped by five key issues: cloud, and its wrenching effect on all aspects of the channel business structure; managed services efficiencies, especially vs. the pending opportunity associated with digital transformation; increasingly-complex data center technologies; integration demands that are expanding in multiple directions; and the need to sell on and deliver to business rather than technical outcomes.

The channel needs facts

We live, increasingly, in a world of evidence-based cultures. What are the facts that channel executives need, in order to navigate the future?

The channel needs ideas

The channel understands its business. But…its business context, and the demands on its organization, are changing. The channel needs insight into what must be done to ensure a viable path forward

The channel needs momentum

MRR deals boost long-term profitability and investor confidence, while transactional product and service business keeps the lights on and the staff engaged. How can vendors work with channels to help boost momentum at this critical business juncture?

Techaisle’s data driven survey research can be augmented by custom research by leveraging the network of 250,000 channel partner respondents globally. Techaisle’s data driven survey research can be augmented by custom research by leveraging the network of 250,000 channel partner respondents globally. Techaisle's channel recruitment methodology enables both new IT suppliers and estebalished vendors expand their channel members.

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