Guest Column | September 29, 2015

The Challenge In Creating The Perfect Partner Ecosystem

By Mike Dalton, senior vice president of worldwide channels and international sales, Unitrends

Let’s start at the beginning; what exactly is a partner ecosystem? The definition is simple: it is a community of mutually beneficial partners that are interested in achieving similar goals. Imagine the benefits to a business: open, honest two-way communication; information shared on demand and immediate response to questions.

We’re in the era of digital transformation where mobile, cloud services and the Internet of Things have brought about a very different way of working. Whether you’re a vendor, distributor, VAR, managed services provider (MSP) or ISV and regardless of what services or products you are reselling or developing — your routes to market have changed. That is where being a part of a broader partner ecosystem will add tremendous value to every aspect of your business. Here are key considerations when seeking to establish your partner ecosystem:

Cloud Demands A Robust Partner Ecosystem

Changing the business model to support customer demands for cloud services takes a visionary business plan, and the stomach to invest capital in updating the skill set and infrastructure of your company. Channel businesses that provide value-added services will be among the most successful. Customers are looking for partners who can manage and integrate multiple solutions, deliver cloud integration capabilities and continue to support on-premises environments. And, technology providers must be poised to empower their partners for relationship success.

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