Ranking the top channel-friendly vendors in North America
Jay McBain
Chief Analyst - Channels, Partnerships & Ecosystems - Canalys - Channel Influencer of the Year
Every year, Canalys rolls up feedback from over 20,000 partners around the world on their vendor relationships and ranks the best of the best.
This is a very comprehensive analysis: Vendors rated as Champions showed the highest levels of excellence in channel management compared with their industry peers throughout 2023. These thought and innovation leaders in the channel also demonstrated some consistent characteristics, including positive partner sentiment, a commitment to improving ease of doing business, a willingness to boost growth opportunities and increase profitability for partners, and a commitment to growing the share of revenue generated through and with the channel.
Elements of the ranking include:
1. Adopting partner-first programs, including account mapping and increasing compensation pay rates for sales representatives that sell through the channel rather than directly.
2. Introducing new competencies and frameworks to prepare partners better to capitalize on growing market trends.
3. Launching multiple route-to-market partner programs to accelerate the expansion of partners’ business models.
4. Encouraging the development of new services capabilities to get partners to provide lifecycle services.
5. Streamlining the process for partners to transact in cloud marketplaces.Investing in developing tools, resources and processes to further drive partner-to-partner collaboration.
6. Consolidating numerous disparate programs under one program framework to improve the ease of doing business for partners.
7. Increasing financial incentives to enhance partner profitability and growth.
8. Automating tedious processes to boost partner competitiveness through agility.
9. Driving strong growth through and with partners, addressing key customer demands for secure, hybrid work environments.
More here from Rodney Hur: https://lnkd.in/eKn6pnhd
The champions are:
??????Director Sales Engineering | 20+ Yr Channel Tech Vet | TPMA, PRM Pioneer | Speaker | Indirect Channel | Sales Ops | Marketing Strategy | Startup to Enterprise | CRM | AI | PRM | Channel Best Practice ??????
1 年Nice work Jay McBain! Huge lift to put all this together, but so valuable for the market
Senior Vice President, Client Partnership at Ansira
1 年Well-deserved recognition for our clients Dell Technologies and Cisco. Ansira is proud to partner with both of you!?
Chief Client Officer at Ansira | Client Partner | Growth Leader | Ecosystem Marketing
1 年What a privilege for our teams to work alongside two Champions. Congratulations to Dell Technologies and Cisco on this huge accomplishment.
Publisher, Community Builder, Speaker, Channel Ecosystem Developer with a focus on cybersecurity, AI and Digital Transformation. Subscribe to eChannelNews to learn more or follow me on LinkedIn.
1 年Thanks Jay for highlighting the leaders. Our annual Reseller Choice Awards as voted by the channel partners for Best Vendor went to Lenovo If you want to see how other vendors did, check out https://www.e-channelnews.com/eseller-choice-and-women-in-tech-awards-2023-for-canada-are/ Interestingly, the wider story is how hundreds of vendors are doing and progressing year over year by country and region.
Client Partner | Veteran | Neuro Diversity Advocate | Green Enthusiast
1 年I am honestly quite surprised. There are definitely vendors on this list that I believe are well-known to be not partner friendly. Others I 100% agree with as being worthy to make the list. All of these vendors are also all quite large. Funny to not see any midsize providers on here.