Tags ArchivesEcosystems

How to Make Partner-Led GTM (Channel Management) Agile standard

Operating an Agile Channel Management model is essential in today’s business climate for any company with a partner-led GTM strategy.  This includes: Software, hardware, and/or services vendors Distributors and others that rely on a one or two-tier channel Any company in the process of building out a new platform-based ecosystem – such as GE or other industrial players trying to create an industry platform. Why is this critical? In today’s market, companies must continually innovate and innovation requires companies to be agile in every way – to be the first company to delight the customer, to adjust quickly to new competition or market forces, and to have a team that can continuously learn and succeed through collaboration.  Agile, regardless of domain, is about 4 core ...

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Finding Enterprise Value in Hyperconnection standard

Last week we responded to a great Economist article about how Moore’s law– that overall processing power for computers doubles every two years– is slowing. Now SW algorithms and deep learning, the connected cloud and specialized chips embedded in the cloud are what are increasing computational power. A new “Law of Hyperconnection” states that overall network performance doubles every 2 years.  According to Digital Universe that’s how often the world’s data is doubling, so that seems to work. This law gets really exciting  when we start seeing the financial value of all those doubling connections. McKinsey recently calculated that interoperability will drive 40-60 percent of value created by IoT– that’s  $1.5 to 6.7 trillion by 2025. That’s a lot of value ...

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Humanity and the Law of Hyperconnection image

In a recent blog post we introduced “The Law of Hyperconnection,” which states that overall network performance will double every 2 years—a riff off Moore’s Law, which no longer works or matters that much in a networked-focused vs. device-focused world. We opined that it’s the relationship of data, stuff, people and processes that powers the value equation of the Law of Hyperconnection.  Presumably the value accrues to all sides of the network – companies who make stuff, people who consume it and everyone in between. But what happens to our individual and collective humanity when the data in the known universe doubles every 24 months and increasingly EVERYTHING is digitized?  Pay attention to what Facebook, Google, Microsoft, Apple and Amazon are up to with the ...

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Hyperconnection and the Future of Computing standard

A great article in the Economist on March 12th, “After Moore’s law: The Future of Computing,” got me thinking. According to Moore’s Law, “processing power doubles roughly every two years as smaller transistors are packed ever more tightly onto silicon wafers.” However, this rate, consistent for the last 50 years, has now slowed down to every 2.5 years. The author says that computational progress will not actually slow, but come increasingly from improved algorithms and deep learning, the connected cloud, and access to specialized chips embedded in the cloud. The Economist forgot to name the revised law, so I’m calling it The Law of Hyperconnection. According to the Law of Hyperconnection, overall network performance doubles every 2 years; according to ...

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New IT Channel Ecosystem standard

Channel roles are changing and no longer as black and white as they used to be, eg ISV, SI, LOB Consultant, Reseller etc. These companies are taking on blended functions, including resale, development, LOB consulting, systems consulting, implementation etc. Most vendor partner programs don’t address the channel’s needs for more flexible engagement. The stakes are high as it is now forecasted that 80% of vendor channel contribution will come from hybrid partners who embrace third platform as well as on-premise solutions and from born-in-the-cloud partners who have no or very limited connection to the legacy business that drove second platform businesses. These evolving and new partners do not want to work with inflexible, top-down, prescriptive programs but are increasingly demanding ...

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Digital Transformation and Partner Networks standard

Digital disruption is breaking apart traditional business models and forcing companies to adapt. Partner networks will be crucial strategic levers in the new landscape, however they will need to evolve to be more agile, flexible, and less hierarchical, moving from a “Program” to a “Platform” approach. In our point of view deck below, we lay out some of the key building blocks we see for this new architecture and pose a series of questions that companies will need to consider as they evaluate the implications on their own business networks. Click the image above to open our point of view deck

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