Partner Programs

Compare, contrast and view comprehensive peer metrics related your strategic channel investments and budgeting for annual planning and resource validation.

Is There a New Normal in Partner Programs?

Keeping partners engaged, trained, motivated and growing has long been the challenge of IT partnering program managers.  That’s not new.  But, what is new is the massive rise of MSP business models, demands of digital transformation and a massively decentralized workforce (thanks to COVID19).  This OnDemand webinar dives into the new set of solution provider imperatives and how they’re driving changes in IT vendor’s partnering programs (or should be!).  We’ll discuss these four main partner program dimensions, featuring Channelytics research and best practices from leading vendor programs.

  1. Partner roles & engagement models
  2. Enablement & training
  3. Sales support & tools
  4. Marketing funding and digital campaigns



Customer Success: Partner Engagement Models

How are companies making the shift from selling technology as a product and project to selling a service as an annuity? And, more importantly (for us), how are they using their partner ecosystems to extend their ongoing customer touchpoints through what is today’s new digital Buyer’s Journey?  We break this big topic down into bite-sized chunks and explore the partner engagement part of it.  

  • Definition of Customer Success and Business Drivers
  • Internal Transformations and Vendor Readiness
  • Partner/Vendor Collaboration at Each Stage

Biggest Partner Enablement Needs & Examples of Emerging Vendor Offerings


IPED Customer Success Partner Readiness Tool

Customer Success POV: The Partner Perspective

Customer Success is an innovative new way to manage customer relationships holistically, along the lifecycle of IT services.  This OnDemand webinar discussion is with Beth Vanni, IPED Sr. Consultant, and Mike McLaughlin, VP of Prof. Svs. and CIO from Technologent, a leading Cisco Gold integrator.  The two review Cisco’s Customer Success channel program, incentives and practice-building effort.  They discuss how these offerings are helping solution providers like Technologent grow and mature their Customer Success staffing, training and automation models. 


Partner Ecosystems

Covers the distribution of both traditional and emerging partner business model types across channel programs as well as how they map to program structure.  We explore detail around how engagement models differ by partner type and trends in what percentage of partners deliver the bulk of the revenue in channel programs.


Programs Structure

Covers program elements across categories such as program tiers, tier criteria, value-based performance metrics and program support elements.  We also look at how peer vendors deliver overall partner training and new support methods for services focused partners, including cloud-centric and MSP.


Revenue & Spending

Dive into the financials behind peer channel businesses.  We look at the proportion of revenue direct vs indirect, channel budgets by spending category, and how vendors allocate MDF funds (accrual vs proposal based).



Dive into the staffing data from the Vendor Benchmark.  You’ll find insight into channel roles and coverage model trends as well as plans for future investment, and partner coverage ratio’s by staff function.