Mountain View, CA (Vocus) September 16, 2010
Amazon Consulting, a leading partnering services firm dedicated to helping companies elevate the impact of partnering, recently published a thought leadership brief and self-assessment tool to help technology companies identify their current phase of partnering maturity and development path. By identifying the stage of partnering maturity, vendors will gain a clearer understanding of the roadmap needed to elevate their channel impact and overall company success. Most organizations fit into one of five stages of partnering maturity; companies within each stage face similar pain points in leveraging their partnerships, and need to take similar initiatives to grow to the next stage.
Partnering success comes with an understanding of where your organization falls on the spectrum of engagement and how to progress up the engagement ladder, said Diane Krakora, Amazon Consulting CEO. As organizations increase their success with partnerships, they reap increased sales, expanded services leverage, reach new markets and gain operational efficiencies. Once organizations understand the effect or impact partnering is having, they have to communicate that impact internally and externally and then invest in the infrastructure and systems to measure ongoing performance.
Organizations that havent realized the ROI of partnerships are considered Novice. To initiate their progression and generate increased impact in their organization, they first must realize the value of developing third-party partnerships. Organizations then become Tolerant as they invest in resources such as an individual or team typically in marketing with the responsibility of initiating the first partnerships.
Once the basic partner program is in place, processes and automation initiatives begin to engage and empower partners, and a sales stream is generated, the organization becomes Reliant on the revenue volume. They then move to the Accomplished phase when they globally recognize the value partners bring, in addition to experiencing global sales volume. Accomplished organizations receive 50-80% of revenues from partners and have senior-level executives dedicated to partner execution. When partners are central to every company decision, you truly have a channel Centric organization.
To access Amazon Consultings thought leadership content on Elevating the Impact of Partnering use the links below:
Amazon Consulting Aids Technology Companies in Elevating the Impact of Partnering with New Thought Leadership Brief and Assessment Tool
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