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Transforming Channel Models for Cloud Success – Part 1 of a Series standard

by Allan Adler By now, most of our clients have adopted a cloud-first channel and partnering model and supporting program. In many cases, this has involved taking an existing on-premise partner engagement model and tuning it for cloud and incorporating cloud pricing and licensing, cloud compensation, and associated enablement. The challenge for many of these companies has been moving beyond a repackaged on-premise model to a totally transformed and cloud-enabled partnering program that really drives customer lifetime value.  This requires companies to align the partner strategy and program with the end-to-end cloud customer journey, including: Acquisition – Identification, consideration and selection of a cloud solution. Adoption – Subscription, implementation and onboarding of the cloud solution. Value Realization – Utilization and ...

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