During her presentation, Adam stressed that in the early days of cloud, many partners resisted it as they saw it having the potential to disintermediate them, but the reverse is actually true. "By 2020, we believe the majority of cloud revenue will be mediated by channel partners or cloud brokers," said Adam, outlining the 10 pillars (major transitions) vendors must make to meet the needs of partners of the future based on IDC research of thousands of partners of all sizes and channel executives. The pillars of transition vendors must take into account include technology, focus, customer, sales motion, time horizon, marketing, activities, competition, alliances and advantage.
"One of the most pressing issues our customers deal with is how to effectively migrate to the 'partner of the future,'" said Dave R Taylor, Impartner CMO. "We see a historic shift in channel partners away from traditional sales-only partners into referral partners, service partners, support partners, etc. This new type of hybrid channel partner requires a whole new method of engagement and it's deeply meaningful to have an analyst of Margaret's caliber at our conference to spend time with our customer community and address these issues."
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Impartner delivers one of the industry's most advanced SaaS-based Partner Relationship Management solutions, helping companies worldwide manage their partner relationships and accelerate revenue and profitability through indirect sales channels. Impartner PRM is the industry's most award winning PRM technology and one of the industry's only turnkey solutions that can deploy a world-class Partner Portal in as few as 30 days, using the company's highly engineered, three-step Velocity™ onboarding process. For more information on Impartner, which is based in Utah's tech hotbed, the Silicon Slopes, visit www.impartner.com, or in the United States call +1 801 501 7000, for EMEA general call +33 1 40 90 31 20, for London call +44 0 20 3283 4465, and for LATAM call +1 954 364 7883.
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