Myth-Stakes of Partner Building 107: Independent PLM software providers expecting that selling through an indirect reseller channel will take less time, skill, or investment than with a direct sales strategy. Over the years I have spoken with a variety of managers at new and old, small and large software providers across the many solution market... Continue Reading →
PLM Alliances Client Reference Example E Tags: A year-long project to develop an industry-focused strategy and lead the initial execution of the corresponding go-to-market plan for PLM partner development is drawing to a close. Check back soon for another PLM Alliances client reference case study on this page.
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 →
Myth-Stakes of Partner Building 103: PLM channel partners won’t invest in a relationship, or even invest in their own performance as a partner, if they don’t have something in which they can take ownership. In this series of PLM Alliance Alchemy posts we are examining the more common myths and mistakes in partner, alliance, and... Continue Reading →
Myth-Stake of Partner Building 102: Collaborating as PLM partners does not mean suspending reality or believing in the fantasy that each partner does not have their own special self-interests which will always be far more important than those of the partnership. In this series of Alliance Alchemy© posts on the myth-stakes of partner building, we... 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 →
The Alliance Alchemy blog from PLM Alliances shares news, best practices and lessons learned in building PLM partnerships, PLM alliances, PLM channels and PLM communities across the many different market segments which comprise the global PLM solution software ecosystem.