Building successful partner channels
What are the challenges?
Using a channel of independent companies has a long tradition in the history of business development in the information technology industry. For some information technology companies, the channel has been a major contributor to global success, but for most making it work is a constant struggle.
How do we address the challenges?
Akeydor Consulting helps our clients design effective partner value propositions and partner programs that attract channel partners and make them productive.
Akeydor Limited possesses a long experience in assisting IT companies become leaders in their market segment. Throughout the years, we have developed skills, and a toolbox, enabling IT companies single themselves out of their competitors and enter the international arenas. It is the experience, the skills and the toolkits that we aim to pass on to our clients in positioning them to establish their own partner channels.
We use the business model framework introduced by Alexander Osterwalder. We work together with management, people, marketing, sales to design the activities required to destablish a productive partner programs as well as implement the program for the recruitment and management of partners that will find, win, make, keep and grow happy customers on our behalf.
We do it with very little resources. We learnt that we do not have to be big to be smart. Even small software companies can build powerful independent channel partner networks over time – if they understand the fundamentals. The crucial difference between doing business direct and indirect is hidden in the business model of the resellers. Software companies and their resellers have completely different value propositions and business models. The channel approach is all about understanding and supporting the resellers’ business model.
Each client is a different, independant, unique project for us.