What You expect: Up to 35-40% of revenues will come from partnerships

What You get: Less than 50% of partnerships are successful

What You spend: 1% or less of revenues

WHAT'S WRONG WITH THIS PICTURE?

Before he allows his company to align with another vendor, Jim Simpson, President and CEO of MSI Systems Integrators, thinks long and hard about exactly what he and his team of 200-plus sales, administrative and technical people are getting into. "Not all vendors are alike when it comes to relationships," he said. "A bad one can be as deflating as much as a good one can be uplifting." He should know. Omaha, Neb.-based MSI, which is one of IBM's top business partners—it was recently recognized by IBM as its most outstanding partner in the Americas—dropped a few companies that it just couldn't effectively align with. He won't name names, but think of someone big in storage with a name with three letters, for example. For MSI and scores of companies like it, managing vendor partners effectively is a science, complete with a well-thought-out methodology and purpose.

THE SOLUTION

"The ability to develop and nurture strategic partnerships can make the difference between success and failure in the technology industry. Just ask independent software vendors, a segment of the industry that earns more than 40% of its revenue through successful partnering. They've created an entire "ecosystem" of partners that opens new opportunities and revenue steams." "Partnering offers a company the power to win with a world-class team. In baseball, winning teams know the value of fielding the best players at every position. A star player may win individual games, but it takes the power of the whole team to win a World Series. The same is true for an IT company that needs to compete every day. Working with your partners, you have the stamina and flexibility of an All-Star team. You can offer a broader range of IT solutions, maximize the value of your customer's investment, and help ensure market success."   Buell Duncan - IBM

"Building "NEW" Successful Channel Solutions"

Technology Success Group (TSG) TSG builds and manages successful channel programs. TSG offers Channel Development And Management Programs to Success Group Technology Coalition Members and non-members. The benefits are lower costs and infrastructure investment, access to global emerging technologies, professional management of channel programs. Additional services include: registration, tracking and reporting on partner’s results, audit and review of current partnerships and renegotiating terms and condition of existing partnerships. TSG’s objective is to assist Success Group Members and non-members in becoming more competitive and to increase their profit margins.

To hear more about TSG’s Channel Management Program go to www.technologysuccessgroup.com 

 or call us at 702-839-1712