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?

Follow Us

Join the ARN newsletter!

Error: Please check your email address.

Tags surveybrocadeNetworkingCloudstudychannel



 IN PICTURES: VeeamON Tour in Sydney and Melbourne (+ 17 photos)

IN PICTURES: VeeamON Tour in Sydney and Melbourne (+ 17 photos)

The VeeamON tour showcased company's upcoming release of the Veeam Availability Suite v9. Veeam product strategist, Rick Vanover led the discussions in Sydney and Melbourne about the upcoming v9 and other Veeam innovations for the new year.​ VeeamON was held on September 23 at the Museum of Sydney, Warrane Theatre, and at Melbourne Museum in Melbourne on September 24.

IN PICTURES: VeeamON Tour in Sydney and Melbourne (+ 17 photos)
 IN PICTURES: Greentree A/NZ Partners Explore Japan (+ 13 PHOTOS)

IN PICTURES: Greentree A/NZ Partners Explore Japan (+ 13 PHOTOS)

As part of a regular strategic planning program for select Greentree A/NZ partners, they enjoyed a week in Japan combining strategic planning sessions with sightseeing. Principals and their partners from Star Business Solutions, Endeavour Solutions, Addax Business Solutions, GT Business Solutions, bizlinkIT and Verde Group joined Greentree chief executive, Peter Dickinson, channel director, Graham Hill, and R&D director, Stephen Sims in Tokyo and took in Hiroshima, Kyoto and Hakone, including travel on the famed bullet train which hit a top speed of 296 KPH.

IN PICTURES: Greentree A/NZ Partners Explore Japan (+ 13 PHOTOS) 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