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Vertical partnering: Street smarts for a tough marketplace

Disintermediation, outsourcing and globalization have changed the buying patterns of companies in many ways. The end user is playing an increasingly important role in the selection process and a clear trend is emerging toward acquiring solutions instead of products or equipment. Because IT departments are becoming less involved in companies' daily computing operations, which are often outsourced t......

Full article >>> selling and delivering products, but now need to package solutions to be competitive. To offer solutions, vendors must become experts in understanding the business problems they are solving. They need industry and domain knowledge that goes beyond expertise about their products. For example, if CRM vendors want sell a customer support solution to a bank, they need to understand banking industry c......

Full article >>> rs to provide value-added services such as distribution, vertical marketing and sales reach or to provide localized operations and customer service and support will find value in adopting a partner relationship management (PRM) strategy to properly orchestrate their indirect partner relationships to compete effectively, noted Gartner, Inc. analyst Robert P. DeSisto. (Research Note M-21-9250, ......

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Source:wistechnology.com By Tim Curley and Daniel Tkach 06/21/04


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