Tag Archives: ecosystem

Why an Ecosystem is Crucial for the Survival of the Channel Partner

Any company today is consuming IT on a recurring revenue basis. All solutions are delivered on recurring revenue bases. That means partners that have relationships with end users have immense opportunity to sell them various technologies on an ongoing basis. You can sell your customers a network, and stay with them to sell a host of other things. The waterfront of opportunity is getting wider and wider. But in order to sell a variety of solutions, you have to know what you’re talking about.

That is where partners get hung up. So we’ve provided a solution.

A Play Store for Partners
The Solutions Alliance is essentially a play store of solutions made available to our partners. Just like how your smartphone comes with apps you can download, the Solutions Alliance provides offerings for partners that come together to help them grow including training and education from experts in a variety of areas such as IT maintenance, asset management, domestic and international IT project management and other critical services.

One of the ingredients in this secret sauce is the contracts we put in place for members to ensure proper service delivery and commission payment. We make sure that members of the Alliance play well together. If someone misbehaves, we make sure our partners get paid no matter what.

Partners get access to a range of service providers — some of whom offer hundreds of solutions. Some providers offer a few specific solutions and help partners educate themselves on these niche technologies. We contract with both broad and focused service providers so they are obligated to provide solutions and pay our partners.

Auto-catalytic Technology

It took 50 years for everyone to get electricity. It took 5 years for everyone to get smartphones.

Never in my career have I seen the channel poised to change so much. Technology is now auto-catalytic, meaning it is changing so quickly that it is feeding off itself and changing even faster. You can’t train your way to learning about every solution anymore because technologies are accelerating on themselves.

The channel is going to look more and more like a selling organization leveraging recurring revenue contracts delivered from the cloud by manufacturers and providers. Creating an ecosystem — or being part of one — is going to be vital. It already is.

If you do not diversify your business, and learn from others in your market, you will not have a business in 5 years. That fact is becoming more and more apparent.

To learn more about the Solutions Alliance, and how you can future-proof your business in this ever-changing channel, talk to MicroCorp today.