APRIL 2017
Do You Push or Pull Partners? 
Robert Faletra
 
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.
 
It’s not always an easy conversation, but forcing the field sales team to push partners on finding net new customers is critical. If partners are not delivering in this area, it’s generally either a sign they are not capable or they do not view the supplier as strategic and are driving new customers to other vendors. In either case, it’s a long-term problem.
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Partner Buzz
"EMC's timing when it bought Spanning was about one year too late. … EMC never did much with Spanning. The majority of SaaS customers were doing Office 365, but for them, it wasn't always important to have a third-party data protection application. Microsoft's data protection is usually good enough."
- Jamie Shepard, senior vice president for healthcare and strategy at Lumenate, a Dallas-based solution provider and long-time Dell EMC channel partner, on Dell EMC's decision to sell Spanning Cloud Apps to a private equity company, Insight Venture Partners, for an undisclosed sum.
"We looked at the Nimble solution and thought it was amazing. … We're looking forward to partnering with HPE to bring it to our customers. It's a home-run solution for HPE. This was a big piece of the high enterprise market that HPE was missing. They just grabbed a big piece of the all-flash market."
- Michael Goldstein, CEO of LAN Infotech, of Fort Lauderdale, Fla., after Hewlett Packard Enterprise completed its $1 billion acquisition of all-flash superstar Nimble, which opened the door for partners to play a bigger role in the all-flash market.
CALL TO ACTION

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Rethinking Partner Engagement - The Impact of the Strategic Services Shift

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