For many years now we’ve seen a significant shift in the market: the ever growing services sector. Technology and IoT brought about this change with unprecedented speed and fluidity. Most businesses today are in the services sector. If you’re a technology vendor in B2B, it’s highly probable that you’re offering services. In other words: most tech – businesses are in services now, or they are not in business at all.
Developing a solution as well as marketing and selling it is a completely new territory. Software vendors have long explored this route. Hardware vendors follow in this journey.
This comes to say that you’ll need to design a reseller partner program in the context of a market channel including service partners. This kind of approach reflects a model that rewards partners on the basis of commitment, not on financial basis, but even more on the basis of co-selling skills and brand advocacy effectiveness. Not only will future programs depend on partner engagement, they will also need to measure partner success.
We cannot help but wonder if channel partner leveling will keep its importance in the services sector similarly to resell.
I would say that when it comes to services and software channels to market app shops, pay by usage, P2P, vertical segmentation and customer review will be paramount. The vision of the future partner involvement model is a little less in partner leveling and a bit more on App store, Exchange or Google Play.
