Partnering success comes with an understanding of where your organization falls on the spectrum of engagement and how to progress up the engagement ladder
Mountain View, CA (Vocus) September 16, 2010
Amazon Consulting, a leading partnering services firm dedicated to helping companies elevate the impact of partnering, recently published a thought leadership brief and self-assessment tool to help technology companies identify their current phase of partnering maturity and development path. By identifying the stage of partnering maturity, vendors will gain a clearer understanding of the roadmap needed to elevate their channel impact and overall company success. Most organizations fit into one of five stages of partnering maturity; companies within each stage face similar pain points in leveraging their partnerships, and need to take similar initiatives to grow to the next stage.
“Partnering success comes with an understanding of where your organization falls on the spectrum of engagement and how to progress up the engagement ladder,” said Diane Krakora, Amazon Consulting CEO. “As organizations increase their success with partnerships, they reap increased sales, expanded services leverage, reach new markets and gain operational efficiencies. Once organizations understand the effect or impact partnering is having, they have to communicate that impact internally and externally and then invest in the infrastructure and systems to measure ongoing performance. ”
Organizations that haven’t realized the ROI of partnerships are considered “Novice.” To initiate their progression and generate increased impact in their organization, they first must realize the value of developing third-party partnerships. Organizations then become “Tolerant” as they invest in resources such as an individual or team – typically in marketing – with the responsibility of initiating the first partnerships.
Once the basic partner program is in place, processes and automation initiatives begin to engage and empower partners, and a sales stream is generated, the organization becomes “Reliant” on the revenue volume. They then move to the “Accomplished” phase when they globally recognize the value partners bring, in addition to experiencing global sales volume. “Accomplished” organizations receive 50-80% of revenues from partners and have senior-level executives dedicated to partner execution. When partners are central to every company decision, you truly have a channel “Centric” organization.
To access Amazon Consulting’s thought leadership content on Elevating the Impact of Partnering use the links below:
- Thought Leadership Brief
- Webinar – Listen in on a pre-recorded Webinar featuring Autodesk (Ray Savona), NetApp (Todd Palmer), ExactTarget (Jim Keller), Radware (James Colby) and Egenera (Ken Oestreich), who expound on the characteristics, challenges and initiatives for growth at each stage of partner maturity, with questions moderated by Host Diane Krakora
- Self-Assessment Tool – Determine the partner maturity stage of your organization
Amazon Consulting offers market research studies through a comprehensive annual market intelligence subscription program called PartnerG2. Fueling channel management professionals with valuable research, analysis, thought leadership tools and expert advice to guide partnering success, PartnerG2 offers unlimited users under a corporate subscription, quarterly studies based on industry hot topics, a complete library of thought leadership materials and 4-hours of complementary consulting services. Channel industry analyst and speaker Beth Vanni is the Director of Market Intelligence for Amazon’s Partner G2 program and can be followed at http://amazonconsultingblog.wordpress.com/ or http://twitter.com/bvanni .
About Amazon Consulting
Amazon Consulting, LLC is a partnering development firm based in Silicon Valley, California, wholly dedicated to helping companies elevate the impact of partnering. We achieve this by effectively designing, implementing and automating channel and alliance models. We offer services ranging from channel models and program development plans to partnering operations and program execution. PartnerPath® provides our clients a best-in-class partner portal and program automation system. For more information please visit us at http://www.amazonconsulting.com.
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