Research & Reports

6th Annual State of Partnering Research Results
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Extract: 2012 Results Include Solution Provider Perspective and Predict 2012 as “Dragon Year” for Channel Growth

How special are specializations: Does the Value Warrant the Investment?
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Extract: How special are specializations? More than 400 solution providers share the perceived value and ROI of channel specialization programs in this joint research study.

Effective Communication in SMB Partner Programs
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Extract: Not communicating effectively is the top mistake technology manufacturers make when dealing with partners in the Small/Medium Business (SMB) space. Many manufacturers get into the trap of offering just one route of communication or partners when they desire information or support.You can’t do it that way. In an ever-increasingly competitive channel, manufacturers must let partners dictate to them how, where and when they need communication and support. Th manufacturer must provide the right resources at the right time, and the resources can’t be canned; they must be relevant and come from a dedicated support asset – i.e. a real person.

Long-Term Relationships and the Strength of an Effective SMB Partner Program
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Extract: Partners place increasing value on long-term relationships with their current customers and look to partner programs to facilitate the growth of these relationships. This is demonstrated by the level of revenue generated from current customers, where and how partners gain new business and what features partners expect from manufacturers in their partner programs. The study also shows which manufacturers have the best partner programs, in terms of substance, support and response.

The Importance of Field Marketing Programs
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Extract: Although consumers spend more time shopping in the digital world than ever before, those who conclude in-store training and marketing have become obsolete are making a big mistake. This is especially the case for complex or technical products which require extra guidance at the store level to influence the sale. Understanding what retailers expect is the First step to optimizing ROI in this channel.