While digital transformation , cloud and on-demand software licensing has helped enterprises to transform their IT organisations and business models , it is important to reflect that none of this could have happened if the sell-through and sell-out processes , incentives and rebates , had not been adapted by vendors to facilitate the sustenance of their loyal and trusted channel partner community .

In our first part series of a special report , we consider the following key questions mentioned below , and invite top channel chiefs from Axis Communication , BeyondTrust , Juniper Networks , Qualys and Kissflow , to provide their advisories and real life experiences .

• How has adoption of digital transformation and creation of digital platforms , impacted the structure of vendor partner programmes ?

• How often should vendor partner programmes be refreshed and updated in this world of vendor driven digital platforms and enterprise driven digital adoption ?

• Is too fast or too slow a refresh to partner programmes , a consideration anymore ? Are we moving to a state of automation and automated refreshes ?

• How does the concept of cross selling work for digital platforms ?

• Is the concept of cross selling , irrelevant or is it an automatic winner with digital platforms ?

• What needs to change in vendor partner programme pricing to benefit the sell-out velocity from channel partners ?

• In an on-demand software licensing model , how do you apply the legacy model of volume rebates ?

• Do volume rebates help the channel partner today or is just a relic of legacy vendor sales operations ?

• How do you apply price discounts to boost the sell-out of software licensing from channel partners , when enterprises are more focussed on value generated from software ?

Read on to find these answers from the industry ’ s top channel chiefs .

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