Product Lifecycle Management Alliances
Creating platforms of collaboration for partnerships, alliances, channels, and communities in PLM software markets.
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: (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 104: Expecting that channel partners will be eager to invest in a new PLM market segment, a new technology, or a new product introduction from a new ISV, even when it would improve the partner’s own business viability as traditional channel models are being disrupted if not failing. It is no... Continue Reading →
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 →