PARTNERS ’ PERSPECTIVE
enablement , and gamification , to enhance partner enablement significantly .
“ The digital world has dramatically changed partner programmes , how we collaborate and co-sell , and sales processes , driving efficiencies , improved accuracy , and better results . With more sophisticated digital tools , we can better scale our partner network and programmes with streamlined services such as comprehensive MSSP portals , or dashboards to better manage our joint business ,” says Barb Huelskamp , Senior Vice President , Global Channels and Alliances , Qualys .
Digital technologies have allowed vendors to consolidate numerous products into a single platforms . “ The integration of multiple functions , allowing seamless interaction and data share between different
Partner programme professionals must be cognizant of how partners will perceive changes .
Jeff Mattan , VP Global Channel Programmes and Operations , BeyondTrust adjustments to ensure alignment with market needs .
“ However , a significant challenge arises from the time required for partners to comprehend and leverage changes to partner programmes effectively . Consequently , partner programme professionals must be cognizant of how partners will perceive changes ,” says BeyondTrust ’ s Mattan .
To mitigate this challenge , establishing a process for obtaining regular partner input
and feedback becomes imperative . This ensures that programme updates occur at a frequency that fosters evolution without disrupting partner business operations . “ The channel landscape has been significantly influenced by customer and end-user demand for digital transformation and technologies . Juniper is rethinking networking to deliver AI-Native Networks with a focus on simplified network operation which delivers an exceptional userexperience ,” says Fayez Eweidat , Head of Enterprise , Middle East , Türkiye and Africa , at Juniper Networks .
Partners , alongside willing vendors , must shift focus from network connectivity to user experience . This can greatly enhance capabilities and experiences for businesses and the customers they serve . By leveraging AI for IT Operations , partners are able to unlock exciting , new revenue opportunities and equip customers with assured , experience-first based solutions .
Juniper Networks keeps pace with market dynamics , partner feedback and competitive shifts to ensure that the partner programme always remains relevant , effective and modules or components , reduces customer cost and complexity while improving efficiency , accuracy and desired results ,” adds Huelskamp .
Refreshes to vendor partner programmes
The frequency of updating and realigning vendor partner programmes hinges on several crucial factors . The pace of technological evolution sets a critical tempo . Given the accelerated rate at which technology progresses , partner programmes must exhibit flexibility to accommodate such evolution without necessitating major updates annually .
Market dynamics , including shifts in trends , customer preferences , and competitive landscapes , mandate ongoing
30 www . intelligenttechchannels . com