Before It’s Too Late: Three Partner Loyalty Strategies

Posted by Kris Bose on Tue, Apr 09, 2013

Meanwhile back in Technology Land, the lord looked on helplessly as his traders abandoned him for the competition, initially in a trickle and then en masse. The speed with which the shift happened was mind-boggling. With all his money and power gone, he was ruined.

As he reflected on his life (he had a lot of time now), the lord wished he had heeded his minister’s good advice sooner.

What could he have done differently to prevent the slide in trader loyalty while he was on top? And how could he have anticipated the shift in loyalty better?


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Channel Loyalty: A Tale With Five Simple Lessons

Posted by Kris Bose on Wed, Feb 27, 2013

I grew up listening to parables that simply illustrated complex concepts about life, ethics and morality—so I used this technique to illustrate key points about channel loyalty…

Once upon time in Technology Land, there lived a mighty lord who ruled ironfisted over his traders. They followed his orders, sold the royal goods and paid their (high) taxes.


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10 Strategies to Accelerate Your Service Provider Engagement Success

Posted by Kris Bose on Thu, Jan 03, 2013

The key strategic question that is foremost on the minds of channel partners is no longer whether to build a cloud services model, but how quickly to build it.

Technology vendors need to enable this important shift in the channel business model; vendors have no choice either, as they seek to build long-term differentiation and partner loyalty in a complex landscape.


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Upstream or Downstream? Don’t Let Your Service Provider Model Go Adrift

Posted by Kris Bose on Tue, Nov 20, 2012

Technology vendors face many challenges when navigating the various service provider (SP) models in the cloud and identifying the best partnership bets, as I explored in my last blog.

The next logical question is, so how do we build the right go-to-market (GTM) framework to engage our service provider partners successfully?


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How to Ensure Your Sales Channels Don’t Get Lost in the Clouds

Posted by Kris Bose on Mon, Oct 22, 2012

The IT forecast for the foreseeable future is very "cloudy" indeed—and it’s driving some tectonic changes in the go-to-market (GTM) terrain. The business case for the cloud is well established: ITaaS adoption is proliferating, but it still leaves the dilemma for both technology vendors and channel partners of how they should change their GTM strategy and partnerships when faced with fundamental business model changes.


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