Q & A
EDITOR
’ S
IN THE FACE OF ONGOING DIGITAL TRANSFORMATION AND THE MOVEMENT OF APPLICATION SOFTWARE TO CLOUD PLATFORMS AND ON-DEMAND PRICING , HOW HAS THIS IMPACTED VENDOR PARTNER PROGRAMMES ?
The channel landscape has been significantly influenced by customer and end-user demand for digital transformation and technologies . Partners , alongside willing vendors , must shift from a focus on network connectivity to user experience . This can enhance capabilities and experiences for businesses and the
Digital transformation is an ongoing journey with the role of the channel having changed from technology provider to trusted advisor . Players cannot simply compete on box-moving and low-margin business , and must rather focus on value addition . Vendor partner programmes have had to adapt , enabling partners to gain the benefit no matter what their go-to-market model may be . Executives from Juniper Networks , Kissflow , Qualys , BeyondTrust , Axis Communication , share their perspectives .
FAYEZ EWEIDAT , HEAD OF ENTERPRISE , MIDDLE EAST , TÜRKIYE AND AFRICA , JUNIPER NETWORKS
customers they serve . By leveraging AI for IT Operations innovation to offer managed services for increased reliability and reach , partners can unlock exciting , new revenue opportunities and equip customers with assured , experience-first based solutions .
As the landscape continues to evolve , vendors and partners will adapt their incentive programmes to align with changing market dynamics , customer preferences , and technological advancements .
It is important that partners are part of an agile and evolving partner programme that listens to feedback and
It is important that partners are part of an agile and evolving partner programme that listens to feedback and makes necessary changes .
makes necessary changes . Good vendor programmes will monitor the market alongside feedback gathered from partners and customers to help identify adjustments needed in response to changing market dynamics .
In today ’ s market , partners who utilise a strong Go-to-Market strategy use Proof of Concepts are better equipped to complete a sale and deliver enhanced services to customers . Partners can offer bundles for hardware , software and services as well as tailored and cost-effective subscriptionbased models through a diverse portfolio , to maximise value for customers .
Volume rebates and incentives are often applied in a nuanced manner as the channel landscape is becoming more diversified . Vendors may offer volume discounts or licensing agreements for software purchases based on the number of licenses or subscriptions sold . Partners may receive rebates or discounts for reaching certain sales thresholds , encouraging the teams to sell more software products .
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