Skillfully implement targeted measures

We all know this: In the face of a real chal­lenge like e.g. launch­ing suc­ces­ful channnels via a cloud mar­ket­place, there are always very smart peo­ple with very good advice. We then real­ize very quick­ly how lit­tle it helps if some­one just “stands by our side” (with the empha­sis on ‘stand’). We wish for “Lit­tle less con­ver­sa­tion, lit­tle more action”. We are look­ing for some­one who com­bines proven prob­lem-solv­ing com­pe­tence with the abil­i­ty to roll up their sleeves and sim­ply lend a hand. This is also how ven­dors feel when new offer­ings need to be mar­ket­ed. They have a very good prod­uct, but not infre­quent­ly have vague ideas about how they want to offer it through sys­tem hous­es, sys­tem inte­gra­tors, resellers, and dis­trib­u­tors. Not infre­quent­ly, there is an almost naive notion of why a chan­nel part­ner should even get involved with the product.

This is where the need for an active con­sul­tant with proven cloud mar­ket­place expe­ri­ence comes into play. He can help define appro­pri­ate val­ue propo­si­tions and sto­ry­lines and help close imple­men­ta­tion gaps. Even though he is not afraid to ‘get his hands dirty’, he is exact­ly the oppo­site of a super­fi­cial sales­man. What sets him apart are rather fine diplo­mat­ic skills, pol­ished exper­tise, excel­lent con­tacts to the ‘oth­er side’ and the abil­i­ty to ‘tick the right box­es’ with demand­ing poten­tial chan­nel partners.

Scaling businesses via cloud marketplace – a helping “right hand” in every implementation phase

After suc­cess­ful­ly ini­ti­at­ing busi­ness with top part­ners, he stays on the ball. After all, he knows only too well that it’s not enough just to be in a renowned mar­ket­place. Ven­dors need the active coop­er­a­tion of their part­ners. In order to achieve this, a wide range of go-to-mar­ket mea­sures must be devel­oped, com­mu­ni­cat­ed and skill­ful­ly imple­ment­ed. Enter­prise Sales Direc­tors, Glob­al Account Man­agers, and Chan­nel Man­agers are giv­en a prac­ti­cal “right hand” at their side. This relieves them of the con­sid­er­able work­load, keeps their backs free even in crit­i­cal moments and speaks at eye lev­el with the right “points of con­tact” at the chan­nel part­ner. He helps meet KPIs and OKRs. In short, he becomes part of the team that makes the offer a sales success.