Partnership, as defined by Wikipedia, is “an arrangement where parties agree to cooperate to advance their mutual interests.”
I believe the fundamental reasons people and organizations establish partnerships, including software vendors and channel partners, have not changed. It’s collaboration for mutual benefit and, most importantly, to drive value for our customers.
Always the pragmatist, I did some research to prove the mutual interests claim. Indeed, I found this to be true. Here are just a few examples for anyone who doubts collaboration in partnership yields mutual reward.
Dean Martin and Jerry Lewis: Can’t have a funny guy without his straight man. They took that act to the bank.
Peanut Butter and Jelly: I have had my share of peanut butter sandwiches. I’m pretty sure the addition of jelly to the mix was the basis for the expression 1 plus 1 makes 3.
Lewis & Clark and Sacagawea: Collaboration at its greatest. Partnership between rock star explorers and interpreter/guide extraordinaire opens doors to travel to the Pacific coast. They also brought back information about European dealers connected to global markets. A primitive supply chain in the making!
While motives to partner remain the same, the landscape to do is constantly disrupted by global economic forces, new technologies, big data and this thing called the cloud.
So how do software vendors and partners maintain equilibrium, even thrive, in this volatile environment? Some don’t. Those companies who are unable, or unwilling, to adapt may find themselves “stuck” in an old business model that is no longer in demand.
But agile organizations—VARs, consulting firms and service providers who have stayed in the game by reinventing themselves—will be here for a long, long time. These companies understand the new world of cloud solutions, big data, subscription software and a customer-centric approach to…everything.
They embrace the challenge of migrating an on-premise solution to SaaS. They transform themselves from reseller to full-service provider, or from implementation team to consultant and trusted advisor. They get “social” and understand that it’s not just big data, but what you do with that data. They never stop learning because they know change is coming.
(Shameless plug alert…)
And they align with technology vendors, like Steelwedge, the leading provider of cloud-based integrated business planning (IBP) solutions, who provide them the ideal platform on which to build their business.
Thanks for reading. Have an opinion, comment or question? Chime in!