Too often software product companies approach resellers ‘selling’ their great product and are frustrated to find partners who do not instantly change their current plans. You need to be assessing possible joint opportunities and Partner Fit.
To help you better shape your Partner Propositions and Partner Fit, you must better understand what Value-Added-Resellers (VARs) or System Integrators (SIs) are seeking from their software vendor partners.
In this recorded Live Session our guest, Shemas Eivers, is a Chairman and Co-founder of Client Solutions, a Regional System Integrator (SI), who will be sharing what they look for from Software Solution partners, large and small.
In this session, you will learn how to:
- Develop your Partner Proposition, with clear information on what you need to provide
- Improve your Partner Evaluation process for VARs/SIs, in assessing Partner Fit and pace of business
- Develop Clarity on What You Want from Your Sales Partners
- Under what conditions would SIs Consider Your Product?
- How do SIs Determine if Your Product is suitable for their business?
The session covers what you, as a Software Solution business or sales channel leader, need to be prepared for when engaging VARs to sell your product.
The session also provides an Open Questions session for you to pose your questions to the panel to learn more about how they select and evaluate solutions and technology partners.
This Panel Discussion Session will cover
- Partnering Objectives: Software Vendors and SIs
- Your SI Partner Proposition
- Partner Fit Evaluation Discussions / Aligning Objectives
- Questions submitted prior to the session, and Open Questions from attendees
The panel will share experiences in working with some global software vendor companies, eg: Microsoft and SAP, who have established products and partner programs, compared to what’s on offer from smaller less mature partner programs.
Shemas Eivers Chairman & Co-Founder at Client Solutions View LinkedIn Profile | Client Solutions have over 150 staff, and over €20M in revenues, providing software solution services to a wide range of customers. Client Solutions lists solution and technology partners: Microsoft, Amazon Web Services, BMC, SAP, MicroStrategy and many more. Bespoke Application Development in.Net, Java, SQL, J2EE, SharePoint, Business Intelligence - Data warehousing, Data mining, ETL, reporting solutions ERP Implementation - SAP Gold Partners, Cloud Consulting and DC Migration, IoT solutions from device design to business solutions, IT Service Assurance and Management Customers are mainly from the top 100 companies in the region and cover most sectors after 20+ years of solution provision by a consistent core team. |
 Donagh Kiernan Founder & CEO of Tenego Partnering | Donagh formed Tenego Partnering in 2003 to focus on driving sales growth within technology companies. This focus draws on Donagh's expertise in defining, selling and delivering technology solutions, and builds on over 30 years of technology development, sales and business ownership, investment and management. Donagh outlined the typical components of a Partner Proposition and the key elements of Partner Fit with System Integrators. |