EDGE 2015 is starting in

Find out more EDGE 2015
Menu
Vendor programs critical to channel growth: Brocade

Vendor programs critical to channel growth: Brocade

Claims the channel should bank on Cloud professional services revenue for growth

Many channel organisations are being impeded in their efforts to move toward Cloud-based professional services, reinforcing the importance of flexible and accessible vendor programs in the channel’s evolution towards successful professional services delivery, according to networking vendor, Brocade.

In the company’s new research, The Brocade Channel 2020: Global Survey (2012) which surveyed 532 respondents worldwide, it found that in addition to direct competition, channel organisation’s professional services ambitions are being restricted by a lack of innovative vendor solutions, overly complex programs and proprietary vendor technologies.

Statistics showed that almost half of the respondents expect professional services to become their main revenue generator by 2020. Yet, for the majority of respondents, professional services accounts for 25 per cent or less of revenues today.

“Revenue focused channel programs, combined with differentiated technology solutions, flexible financing solutions, and tools and resources that help channel develop their reputation as consultants, will all become increasingly critical to developing competitive consultancy businesses,” Brocade senior vice-president of worldwide sales, Regan McGrath, said.

The research also revealed that the growing customer demand for professional services was the biggest customer challenge. Only 11 per cent of respondents currently look to their vendors for innovative finance solutions and 19 per cent for marketing funding.

McGrath claimed that to compete in the professional services sector, channel organisations need to consider these critical questions:

  • If their vendors’ strategies, vision, and approaches to technology design support or impede their ability to maximise any professional services and support revenue opportunities?

  • If their vendors compete with them for professional services opportunities?

  • Do their vendors provide value through genuine technology differentiation?

  • Do they provide finance solutions that address customers’ CapEX investment restrictions?

  • And if they provide marketing enablement, access to expertise and tools that help the channel build their brand?

EDGE 2015:: For all the latest on EDGE 2015 including the keynote speakers visit the EDGE mini-site now

Follow Us

Join the ARN newsletter!

Error: Please check your email address.

Tags surveybrocadeNetworkingCloudstudychannel

Upcoming

Slideshows

In Pictures: 7 things we hate about Twitter

In Pictures: 7 things we hate about Twitter

You probably either love Twitter for its quirkiness and brevity or see it as a pointless waste of time. After nearly a decade on the social scene, Twitter still needs to improve its user experience and fill in notable gaps in the service. These seven problems are long overdue for a fix.

In Pictures: 7 things we hate about Twitter
IN PICTURES: EDGE 2015 - Sponsor Briefing

IN PICTURES: EDGE 2015 - Sponsor Briefing

With EDGE 2015 rapidly approaching, ARN and Reseller News NZ held a Sponsors Briefing where ARN publisher and president, Susan Searle, and Events Manager, Alexandra West, ran through the considerable logistics in detail. Attendees then enjoyed some splendid canapes and drinks. EDGE is designed to bring the A/NZ channel together in a collaborative and educational environment. Themed around channel channel leadership, EDGE will be held at the Sheraton Mirage, Port Douglas, July 20-23. Photos by MIKE GEE.

IN PICTURES: EDGE 2015 - Sponsor Briefing
In Pictures: Robots that cook, clean, sing and dance

In Pictures: Robots that cook, clean, sing and dance

Cooking, learning language and doing the laundry are a few of the human skills demonstrated by.real humanoid bots featured in the National Geographic movie Robots.

In Pictures: Robots that cook, clean, sing and dance

iasset.com is a channel management ecosystem that automates all major aspects of the entire sales, marketing and service process, including data tracking, integrated learning, knowledge management and product lifecycle management.

Show Comments