6 Go-to-Market Strategy Tips to Enable Cloud & Traditional Partners
Many technology partners and vendors find themselves in the implementation stage of a hybrid Cloud model. Tiffany Bova of Gartner, sees the channel evolving as follows:
“Over the next five years, we predict that a large majority of those in the resale category will have made an effort to evolve their business into the hybrid model. But beyond basic resale, only about a third will make the transition successfully.”
The transition to a Cloud-based or hybrid model, coupled with a sound Cloud-based Go-to-Market (GTM) strategy is still posing challenges for technology vendors and partners alike. Most vendors and partners find themselves in a state of transition (Swim Lane 2 in graphic below), making it necessary for a vendor’s Go-to-Market strategy to enable both Cloud and traditional partners.
Supporting the GTM needs of hybrid partners with your resale and born-in-the-cloud partners does present difficulties, but it is possible to develop a successful hybrid channel strategy that supports all your partners with these six steps:
- Know your partners
- Provide business transformation support (revenues, cash flow, compensation models)
- Help partners become better marketers
- Realign incentives
- Measure and adjust
- Maintain a dialogue
Check back for practical guidelines from business transformation support to joint planning, marketing enablement, and incentives programs that motivate hybrid partner and their teams.
Get the latest news, updates, and exclusive insights from Vistex delivered straight to your inbox. Don’t miss out—opt in now and be the first to know!