Art of Var

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Information about Art of Var
Business & Mgmt

Published on December 10, 2008

Author: cft



Supporting a Partner Manager for a few years, I gain a fairly extensive knowledge of partner management best preactices. Here is a ~15min presentation about the key principles


Agenda Partnership: goals Partnership: roles Partnership: challenges Partnership: beyond the concepts

Partnership: goals Generating revenues Generating market share Cost control Coverage

Partnership: roles

Simple Partnership Customer Product Sales

Elaborate Partnership Customer Delivery Product Development Sales

Partnership: challenges Sales Delivery Development

Sales Vertical knowledge Market knowledge Solution approach Sales process Industry specific Qualification and pricing Business benefits Product specific

Development Product knowledge Technology knowledge Integration skills Solution driven Technology transfer It must work Third party integration Prog. languages, platforms

Delivery Methodology User onboarding Support Farming UML, Prince 2, ITIL Ears and eyes open Post implementation care Seduction

Beyond the concepts Planning Soft skills Business rules Competition Business plan Ears and eyes open There are no small profit High pressure handling

C F T Thank you!

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