Myth-Stakes of Partner Building 106

Myth-Stakes of Partner & Alliance Building 106: PLM channel partners not grasping that industrial users don’t want to be “sold to” and that solution providers no longer need someone else to “do their selling” for them. Instead, as solution software and their underlying technologies have become more complex to learn about and apply in practice,... Continue Reading →

Myth-Stakes of Partner Building 105

Myth-Stakes of Partner Building 105: (a) PLM VAR channel partners thinking that traditional forms of “value added” will protect their business model from being disrupted, then disintermediated, and finally obsoleted.  (b) Software solution providers believing that channel partners can successfully add all the value needed if their partners act just like a smaller cloned version... Continue Reading →

Myth-Stakes of Partner Building 101

PLM Alliances Myth-Stakes of Partner Building 101 The most successful partnerships do not revolve around technology and products, nor sales capacity and marketing might. Neither are they based initially on shallow respect and trust which must be earned over the long-term. Instead, partnerships are best formed from an aligned, shared vision of market trends and emerging opportunities.... Continue Reading →

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