Channel development program

Assisted a computer manufacturer with better understanding their channel partners' experiences and expectations for the new systems. Interviewed over two dozen client's channel partners worldwide about the partners' business, the mid-market customers, their experiences with different platforms and with the client's channel program.

This project focused on helping the client better understand their channel partners' business models, where the client's products fit within partner's offering portfolios as well as anecdotes of best practices for different channel program elements.

It's interesting to see how the VAR business is rapidly evolving, thanks to the likes of Amazon and how VARs are adapting to this change by introducing more and more services.