PARTNERS ’ PERSPECTIVE
Accelerating sell-through of digital solutions through partner programmes
Custodians of vendor partner programmes do not have it easy today . Refresh and realign too fast and partners will fail to get returns from their investments . Refresh too slow and risk becoming a follower in the market . Executives from Epicor , Liferay , Mindware , OPSWAT and SolarWinds share their perspectives on how manage this cocktail of variables , leveraging cross selling , bundling , rebates and incentives .
Paul Flannery , VP Channel Sales , International Region , Epicor
The constant updates in electronic communications channels via digital technologies and digital workplace tools have transformed and elevated partner communication by providing realtime communication between partners and vendors , enabling teams to work together seamlessly regardless of their physical location .
Vendors must provide assets and resources to partners on an ongoing basis , keeping them informed about trends , market insights and best practices , allowing them to differentiate themselves in the market , attracting new customers , and driving incremental revenue growth .
Partner programmes are equipped with training and certifications that are founded on latest technology trends of cloud computing , cybersecurity , artificial intelligence , machine learning , for specific partners who may need it .
Impact of digital transformation
ERP , for example is a foundational element of successful digital transformation journey as these platforms centralise data , optimise processes , and offer real-time insights . With digital transformation programmes having made significant advancements , the focus has been on intelligent automation and insights .
With modules such as Enterprise Content Management , Manufacturing Execution Systems , AI , ML , and business intelligence evolving around the core enterprise , ERP platforms are playing a pivotal role in enabling automation and business insights .
“ Recognising this , we have adapted our partner programme to include specialisation tracks , providing education , enablement , commercial incentives for achieving certification . This enables partners to deliver the complete transformation journey for their customers ,” says Paul Flannery , VP Channel Sales , International Region , Epicor . “ Digital transformation has enhanced vendor partner programmes through
Digital platforms expand partner programme reach and scalability , facilitating global partnerships . improved data analytics , enabling realtime performance tracking and more informed decision-making . Automation boosts efficiency , reducing manual tasks , allowing focus on strategic goals ,” remarks Toni Azzi , Vice President Africa , Qatar and Levant , Mindware .
Most vendors are adapting latest technologies , mainly digital platforms , into their partner programmes . Digital platforms expand partner programme reach and scalability , facilitating global partnerships . They also allow for customisation , providing support and content to meet specific partner needs .
Digital transformation uses modern digital technologies , including all types of public , private , and hybrid cloud platforms , to create and modify a company ’ s business process , culture , and customer experiences . There is no doubt it has played a significant role in the evolution of vendor partner programmes and partner business models .
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