On Premise: The Mainstay of Technology Delivery

Although much has been written the momentum of SaaS applications, the truth is that the majority of IT solutions is, and will, be delivered behind the fire wall for quite some time to come.

On Premise Vendors

Partner management is a key component to mutual success. Finding and keeping the right partners is both an art and science. Typically, the approach has been to recruit partners and see what ‘sticks’. Other vendors have adopted a more rigorous partner selection process but the level of effort to support and nurture these partners is on the verge of becoming a burden and may soon detract from the mutual benefits from partnering in the first place.

• What are the easy steps I can take now to re-energize my partners without incurring significant costs or delays?
• How do I convince a new partner to invest in my company?
• How do I set reasonable expectations about partner productivity with my peers and my organization?

On Premise Distributors, VARS and Resellers

On premise software and hardware vendors are traditionally looking for the best partners to bring their business to the next level.  They are highly creative when it comes to positioning and refining their partner programs.

• As a partner the source of new leads is a never ending battle. Isn’t there a better way for my vendor and my company to collaborate with meaningful lead generation?
• You may experience an onslaught of by vendors wanting me to join their programs. Which one should you choose?
• The full cost of investment in any vendor might be significant; how can I valid the ROI before I commit my limited resources?
• Is it realistic for me to think about switching vendors? What are the implications for my customer base?

Comment on the discussion of these and other current issues on our Blog.