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Channel Marketing • Cloud Computing • VAR/Distributor
Telecom Service Providers and Cloud Services: Leaders or Laggards?
A recent channel research report from Amazon Consulting focuses on the future role of the legacy telecom service providers on cloud services. The questions explored in this study are just how fast the progressions will happen and how the vendor community needs to think and act differently to exploit their market potential, while attempting to minimize the impact to their legacy product-selling partners.
We have four key recommendations based on this research:1. Get the mechanics right first: Figure out the pricing, licensing and field sales compensation models for the telecom service providers. Retrofit those you’re using for smaller MSPs or build from scratch if necessary. Don’t underestimate the value of these building blocks.2. Address the FUD: Everyone’s unsure about the long-term role and impact of the big service providers. Actively communicate these partners’ plans, service offerings and expected role(s), both internally and externally.3. Certify solutions: Ensure both large and small service provider partners have specific, qualified cloud service offerings and a go-to-market plan for them. It will help them differentiate and help you avoid cloud channel conflict.4. Take a stand on P2P: Get actively involved in helping your ecosystem connect with each other. Select service providers with strong programs and get involved in matching and go-to-market support.
The Complete ReportVisit the Amazon Consulting Resource Center at www.amazonconsulting.com for access to the complete research study.Beth Vanni has 28 years of marketing, market development, strategy & planning and sales operations experience in the computer industry, focused on channels & alliances strategies. Established in 1997, Amazon Consulting, LLC, (Mountain View, CA) increases the impact of partnering by designing, implementing and automating effective partner models. For IT marketing professionals looking to optimize the partner relationships and improve organizational efficiencies, Amazon Consulting offers PartnerPath, a modular partner management automation system. For more details visit us at www.amazonconsulting.com.
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