technology
reseller.co.uk
PARTNERING
29
Working together
The need for collaboration is being driven by customer demand for an
expanded range of products and solutions. In all, 82% of customers said
they regularly had to expand their solution capability to match customer
demand. One in three has to do this for almost every engagement.
The way most companies expand their capabilities is through collaboration
with complementary organisations. Less than 10% of respondents said that
they never worked with other companies on customer engagements compared
to one in five who said it was a common occurrence.
About Channeliser
After more than 25 years in the IT industry
apiece, including more than 10 years at
Microsoft where they met, founders Anne
Lambton and Jacqui Rand launched Channeliser
to solve the hardest challenge in the
IT industry – finding and engaging
with other IT companies to bring
complex collaborative solutions to
today’s demanding customer.
Channeliser does this by
providing a business-to-business
professional network where clever
matching and precision search
drastically cut the time needed to
find ‘right-fit’ IT companies. It also
supports company-to-company
connections and corporate social
content, enabling businesses to take
back control of their social content
so that when someone leaves they
don’t take that corporate social
history and connections with them.
Channeliser was founded in
November 2014, beta launched
‘Search’ in the Summer of 2015
and followed that up with the press
launch of combined ‘Search’ and
‘Social’ last summer, when it was
described as “the LinkedIn of the
IT industry” and “the eHarmony for
Tech”. It currently has members in
70 countries and plans to extend
its reach further to serve a global IT sector of
more than 500,000 companies that can no
longer work in isolation, but need to form lasting
business partnerships.
Jacqui Rand
Anne Lambton
Significantly more time
than expected
We are still developing our
partner management
We don’t effectively manage this
Don’t know
VAR
ISV
0 10 20 30 40 50 60 70 80
We use a partner portal
We use a CRM tool
We have a dedicated person
Significantly less time
than expected
More time than expected
Less time than expected
About the right amount of time
Does the time taken to locate and approach partners take longer
or shorter than expected?
How do you manage your current partners?
(Please tick all that apply)
12
49
29
2
7
66
27
25
5
7
14
5
54
54
47
67
Two thirds of IT
companies think
that 40% or more
of their partners are
good at technical
implementation
Nearly half of IT
companies think
that 50% or more
of their partners
are delivering good
technical support
Only 6% of IT
companies think
that 70% or more
of their partners
are delivering on
revenue targets
Under 20% of IT
companies think
that 50% or more of
their partners are
delivering in terms
of marketing
...of IT companies
still use their own
business networks
as the primary
source when
recruiting new
partners
...of IT companies
say that it takes
longer to find new
partners than
expected
...of IT vendors
say they are
completely
satisfied with their
current partner
portal
...of IT companies
are still using online
services to expand
the reach of their
partner recruitment
efforts
65% 47% 19% 6%
73% 61% 77% 20%
IT partnerships can be good at a technical level
and poor at a business level
Locating and engaging new partners
is a growing problem
It takes time to recruit new partners
as there has been no central repository of partner data so no single
reference system. This means we’ve had to cross-check
data from multiple sources.
Current relationships are yet to fully deliver
European Software Vendor
Room for Improvement
“
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