Are Partner Advisory Boards Still Worth The Trouble?
Jay McBain
Chief Analyst - Channels, Partnerships & Ecosystems - Canalys - Channel Influencer of the Year
Are you listening to the voice of your partners? Are you turning this feedback into actionable changes in your processes, programs, and underlying channel technology?
Partner Advisory Boards (PABs) are essential for vendors to align strategies, gather market feedback and facilitate collaboration with top partners to meet ever-changing customer needs and create competitive advantages.
Leading technology vendors recognize PABs are a strategic tool for shaping customer strategies and driving growth. With a growing 73.1% of global IT business now being delivered through partners, strategic alignment with a vendor’s most important partners is more critical than ever.
Over 80% of partners think well-executed PAB's are valuable, with 1/3 of them reporting that they are among the BEST and MOST PRODUCTIVE events they attend in a given year.
The Canalys PAB Framework outlines how to drive actionable change with partners, how to measure the outcomes, how to plan the agenda and schedule these meetings, and how to choose partner participants. Most importantly, learning best practices (from the partner perspective) and how to avoid pitfalls!
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5 个月Jay, thanks for sharing!
This is solid: I think any MSP, VAR, SI can read this and get value as they explore a customer advisory board.
Director | Programs, partnerships, and ecosystems | Global program builder, change facilitator, relentlessly positive collaborator
10 个月I created and led both executive and technical PABs while at New Relic. They were invaluable for learning what’s working, not working, building stonger partner relationships and influencing iterations of our partner program.
Driving Strategy + Programs + Operations + Risk into Successes!
10 个月If there is openness for another perspective. The way I read this is it seems it is more of a "Nice to Have with if conditions" then a need. I do think Partner Advisory Boards are not correctly aligned with the ecosystem, as partners on a board are "favorite partners" and not necessarily a good reflection on the partner base most companies have in their programs. True diversity on such boards, I believe an unfortunate miss to maximizing the value.
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10 个月Lol on the middle comment... It's supposed to benefit the vendor...?