What Partners Really Think of Your Ecosystem Strategy – CJ113

Channel Journeys Podcast

Last week I was busy enjoying the BeyondTrust Go Beyond partner and customer event in Miami. The theme, tied to the Formula One race taking place, was Accelerate. We kicked off the event with Partner Connect day, discussing how we can accelerate our partner ecosystem to drive faster growth and faster time to value for customers.

I sat with three of our partners to talk about our Partner Connect day and the impact of our partner ecosystem strategy. Joining me is Justin Christiansen, Enterprise Account Executive at Amazon Web Services (AWS), Michael Fleming, Practice Manager – Security, Identity & Access Management at XMS Solutions, and Sean Remnant, Chief Strategy Officer at Ignition Technology.

KEY TAKEAWAYS

Here are five takeaways on our partners’ view of our partner ecosystem strategy:

1. Partners of all types can see the value of bringing different partners into an account to sell and deliver the full solution and drive a business outcome.
2. Hyperscalers like AWS depend on their partner network to co-sell and deliver the full solution running on their platform.
3. The role of the distributor is changing to more of an orchestrator of the partner ecosystem, bringing in all the partners needed for customer success.
4. Distributors are also expanding their capabilities on the technical side, helping with pre-sales demonstrations as well as post-sales delivery to capture higher margins.
5. Delivery partners want to work more closely with the vendor sales reps, and other partner reps, to be a team player in the ecosystem.

LINKS & RESOURCES

• Connect with Justin, Sean, and Michael on LinkedIn
• Listen to the last Partner Panel on How to Build a Modern Partner Ecosystem
• Find out the Top 10 Skills of Ecosystem Leaders

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