Years working for IBM’s Business Partner Organisation taught me not only to respect IBM’s own community of 120,000 business partners, but the wider channel community as a whole. Partners vary in size and nature from the large SIs and distributors to small ISVs and MSPs (we like acronyms in this business). What motivates them all is a need to serve and hold onto their clients, while seeking to maximise and protect their margins. To say that they were paranoid that the large vendors would turn on them and eat their lunch is a little unfair, but they were wary (often for good reason) of vendors seeking to go direct or to restructure their channel focus and incentives on a regular basis.
For more information see the full article that appeared on three different sites:
- Partnering with AWS, Russian Roulette, Lion Taming and Other Dangerous Hobbies! – on Informa – Cloud and Enterprise Technology, here.
- Commentary: Partnering with AWS, Russian Roulette, Lion Taming and Other Dangerous Hobbies – on MSPMentor / Channel Futures, here.
- Partnering with AWS, lion taming, Russian roulette – dangerous hobbies! on Diginomica here.