It’s Time For Channel Programs To Evolve

via The Var Guy:

the channel is rapidly outgrowing these legacy incentive structures. A ccording to research from industry analyst firm SiriusDecisions, the result is that many vendor programs only meet the needs of 10 or 20 percent of channel sales teams, the ‘superstar’ partners that often have full-time staff dedicated to navigating the nuances of complex programs. As the traditional channel gives way to a crowded ecosystem of new partner types, OEM programs need to evolve in order to service each type of partner.

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Wayne Schulz is a consultant who writes about the ERP industry and technology related news.