Best Practice Report

Keys To Engaging Cloud Partners

January 1st, 2018
With contributor:
Dara Schulenberg

Summary

When B2B suppliers fail to effectively engage and collaborate with cloud partners (e.g., cloud providers, consultants/builders, referrers, agents, brokers, resellers, aggregators, integrators, migration providers), these relationships fall short of their potential. Suppliers must use five program components to choreograph partner engagement — incentives, communications, processes, training and relationships (see The Partner Engagement Framework). Suppliers must adapt their channel programs to support and engage cloud partners. In this report, we explain how to apply each of these components — incentives, communications, processes, training, and relationships — to engage cloud partners.

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