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7 Steps To IoT Success

Success in the IoT space will require vendors and channel partners to work more closely together than they ever have before. Solution providers will be critical enablers that help vendors take different technology pieces and put them together for customers as an end-to-end IoT solution.

Turning IoT Barriers Into Opportunities

As solution providers ramp up in IoT, bigger infrastructure deals and longer-term technology spending may follow. Vendors need to stay ahead of the game by making sure they have adequate channel programs and channel marketing budgets that are specifically targeting IoT.

 

Going Vertical

Cybersecurity and cloud-based Software-as-a-Service (SaaS) offerings are among the leading money-making opportunity for channel partners who are looking to add more recurring revenue to their business. That was the message from several of the speakers at CompTIA's ChannelCon 2017 Vendor Summit in Austin, Texas, earlier this month.

 
 

3 Ways To Add Value: Services, Vertical Focus And Ecosystem Access

Channel companies and IT vendors are all shifting from hardware-based procurement and innovation cycles to a world where software and services are always-on, pay-as-you-go and constantly changing. To stand out, solution providers need to specialize, focus and do more than just resell someone else's cloud capacity.  

Recurring Revenue and Higher Margin Services Boost Your CLV

Is your best customer now going to be a customer for life? That's the question vendors should be asking as they consider their channel and go-to-market strategies in the enterprise. According to CompTIA research, more than 80 percent of managed service providers have a formal process in place for estimating Customer Lifetime Value (CLV).

Vendor M&A Leads to Channel Consolidation

The pressure to go big or go home brings a new sense of urgency to channel partners who are looking to remain a valued part of the technology supply chain.

Do You Push Or Pull Partners?

No doubt the economy is more forgiving than it was a year or two ago and most Strategic Service Providers are having more sales success. But suppliers that are strategically looking for their SSP channel partners to bring on net new customers must decide if they are pushing hard enough as well as pulling the SSPs with incentives that are effective.

Understanding The Scale Of The Partner’s Journey Versus The Buyer’s Journey

Influencing a decision has always been the goal of strategic marketing. More importantly, the fundamentals of marketing are based on the fact that doing so requires multiple touchpoints at different steps in the decision-making process.

Thinking Through Your Channel Relationships

Depending on where you, as a vendor, are on the totem pole of significance, should determine how you evaluate the importance of solution provider relationships.

Where Is MDF Headed?

In today's market, tech vendors need to shift toward a model that embraces engagement with a sales prospect over completed deals.

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