Technology
MICROSOFT CASE STUDY
Microsoft sells through a network of around 400,000 channel partners globally who generate 95% of Microsoft revenues. Microsoft is supporting partners as they transform from software resell to annuity services models, with products like Azure and Office 365. For every $1 of Microsoft revenue that a partner generates, $8 are generated for the partner in add on services.
HOW TECHNOLOGY ROUTES TO MARKET ARE EVOLVING
Technology routes to market are at the cutting edge of indirect sales transformation.
Here are the six ways that technology routes to market are evolving.
Partner Enablement
Vendors supporting their networks to develop new business models.
Pull not Push Marketing
More funds invested in helping the network to drive demand.
Partner Ecosystems
Programs extended to embrace non-traditional partner types
Services Marketplaces
Promotion of non-resell partners who influence customer deals.
Eighty Twenty Investment
Eighty percent of focus on the top twenty percent of partners.
Customer Experience
Overtaking revenue as a core measurement of partner competency.
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