Access "Compensating channel partners in the cloud computing era"
This article is part of the September 2013 issue of MicroScope: September 2013
The cloud fundamentally changed the way that independent software vendors (ISVs) market and sell their products by emphasising cost-effectiveness and ease of scalability. It also changed the way IT departments buy and use software. However, we often overlook how the cloud revolution affected channel partnerships. In the era of cloud computing, if vendors and their partners don’t update their channel strategy, they risk being marginalised. What is the current situation? There are a variety of channel partners in the software industry, and some common types include: Referral partner - A referral partner is like an affiliate program, in that the partner referrers its audience to buy the vendor’s product. Referring partners generally earn commissions upon reaching a certain number or conversions (CPA) or impressions (CPM). Authorised or value-added reseller (VAR) - In the software industry, a VAR acquires the vendor’s solution at a discount and resells the product to their customers for a profit. The VAR will often include the program on a piece of hardware that... Access >>>
Premium Content for Free.
Majority of resellers now offer managed services
by Simon Quicke
Exclusive TechTarget research has revealed that more than three quarters of the channel now offer some form of managed service
- Majority of resellers now offer managed services by Simon Quicke
Compensating channel partners in the cloud computing era
by Craig Vodnik
Craig Vodnik from e-commerce firm cleverbridge explores how resellers need to evolve their business to meet both corporate IT department needs as well as ISV product distribution models
- Compensating channel partners in the cloud computing era by Craig Vodnik
More Premium Content Accessible For Free
MicroScope: January 2015
The great and the good in the channel provide their insights into just what will be the main technologies to sell in the year ahead, ranging from ...
MicroScope: December 2014
Virtualisation technology still presents numerous opportunities for resellers and this issue looks at the general landscape, as well as what is ...
MicroScope: November 2014
Just what are the current opportunities around wireless networking for resellers? Are Christmas parties back on the channel calendar? What are the ...