In a fast-changing market environment with a crowded field of IT vendors, recruiting and retaining the best partners is very challenging. Technology companies struggle with developing a value proposition, channel program, and partner incentive structure that attracts the “right” partners while minimizing channel conflict. We help leading Enterprise Technology firms craft channel strategies that help them engage, retain and build loyalty among VARs, ISVs, and Solution Providers. We also help our clients leverage or retrain partners to take advantage of “shifts” in technology. We have assisted technology clients in developing professional services and cloud-based channel programs.
Maia’s Principals have been helping clients develop and optimize their channel strategy for over 15 years. We utilize a 360º approach, first working closely with our clients to understand their channel structure, strategy, challenges and future goals. Once we have a strong understanding of our clients’ goals, we engage with the outside partner community. Our analysts are adept at gaining valuable, candid feedback from our clients’ partners and their competitors’ partners. We often couple our primary partner research with in-depth intelligence on competitors’ channel strategies and programs to identify opportunities to strengthen our clients’ channel strategies versus the competition.
