Binary Tree's Good Migrations Blog Tags

Posted by Walter Monasterio
Microsoft Corporate & Regional SI Alliance Manager

A partner channel business model is a great way for technology companies to expand their addressable market. More inroads to customers will mean more business opportunities, plain and simple. In return, the partners are allowed to re-package and re-sell the solution for profit or receive a fee for distribution. So there it is in a nutshell, Partner Channel 101.

As a channel manager at Binary Tree, there's one question I always hear; “what is it that helps build a good partnership?" The obvious answer, of course, is shared customer leads and mutual business opportunities, but I don’t think that's the complete story. In my humble opinion, the customers will vote with their budgets for the most effective partnerships. It's our job to meet a customer’s business needs. If we can bring more “full-featured” solutions to the table through a partnership that leverages the unique value of each organization, then it’s a win-win-win.

When customers come to Binary Tree looking for help to re-platform their messaging system to Exchange, or to migrate their legacy business applications to SharePoint, it is a huge, potentially career altering decision. It usually involves large budgets, some tolerance for risk, and the real willingness to look for business value beyond “if it isn’t broken don’t fix it”. At Binary Tree, we’re successful when we work with our partners to minimize the perceived risk in taking the journey to the Microsoft platform.

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Posted on 4/7/2011 9:00:00 AM | with 0 comments