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

The Perfect Partner Ecosystem

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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