The Future of Channel Partnerships: Leveraging Cloud Solutions and Recurring Revenue

In a rapidly evolving technological landscape, channel partners play a vital role in driving business growth and success. As the Vice President of International Channel Sales at Epicor Software Corporation, Paul Flannery understands the importance of nurturing strong partnerships and embracing new opportunities. With 35 years of experience in the technology sector, Flannery has witnessed firsthand the transformative power that channel sales can have on businesses.

Flannery’s philosophy revolves around treating channel partners as an extension of the Epicor family, working together to develop sustainable and profitable growth. This approach emphasizes the investment in enablement, engagement, and execution, ensuring that partners have the necessary skills to compete and succeed in their markets. Flannery believes that the success of Epicor is intricately tied to the growth and success of its partners.

Over the past year, Epicor has achieved significant accomplishments in its channel partnerships. They have enhanced their partner program, focusing on accelerating cloud adoption and sales of additional standalone platforms. By providing a strong enablement framework and investing in both product and sales methodology training, Epicor has witnessed a remarkable 39% increase in the SaaS/cloud mix.

Looking towards the future, Flannery envisions channel partners investing in key areas to support their own growth. This includes developing people skills to compete successfully with Epicor’s solutions, with a particular emphasis on delivering value and a comprehensive customer experience in the cloud. Additionally, Flannery sees a significant market opportunity in data as a service (DaaS), highlighting the importance of leveraging BI and predictive analytics to support decision-making.

However, Flannery acknowledges that partners will face challenges in the coming years. In a rapidly changing global landscape, partners must focus on retaining and attracting top talent, staying updated on technology advancements, and managing cash flow effectively.

To support the growth and success of its partners, Epicor’s use of market development funds (MDF) is evolving. In 2024, the company plans to invest more in key partners, aligning marketing efforts with their strategic objectives. By co-marketing together and encouraging specialization, Epicor aims to drive even greater results and revenue for its partners.

In conclusion, Flannery’s vision for the future of channel partnerships revolves around leveraging cloud solutions, improving partner sales skills, and increasing the amount of recurring revenue flowing through partners. By embracing these priorities and addressing challenges head-on, Epicor and its partners will continue to thrive in the ever-changing technology landscape.

FAQ Section:

1. What is the role of channel partners in driving business growth and success?
– Channel partners play a vital role in driving business growth and success by working together with companies like Epicor to develop sustainable and profitable growth.

2. How does Epicor approach its channel partnerships?
– Epicor treats channel partners as an extension of the Epicor family, working together to develop sustainable and profitable growth. The company emphasizes investment in enablement, engagement, and execution to ensure partners have the necessary skills to compete and succeed in their markets.

3. What accomplishments has Epicor achieved in its channel partnerships over the past year?
– Over the past year, Epicor enhanced its partner program, focusing on accelerating cloud adoption and sales of additional standalone platforms. They invested in enablement framework, product, and sales methodology training, resulting in a remarkable 39% increase in the SaaS/cloud mix.

4. What areas should channel partners invest in to support their own growth?
– Channel partners should invest in developing people skills to compete successfully with Epicor’s solutions, particularly in delivering value and a comprehensive customer experience in the cloud. There is also a significant market opportunity in data as a service (DaaS) by leveraging business intelligence (BI) and predictive analytics for decision-making.

5. What challenges will channel partners face in the coming years?
– Channel partners will face challenges in retaining and attracting top talent, staying updated on technology advancements, and managing cash flow effectively in the rapidly changing global landscape.

6. How is Epicor supporting the growth and success of its partners?
– Epicor’s use of market development funds (MDF) is evolving to support its partners. In 2024, they plan to invest more in key partners, aligning marketing efforts with their strategic objectives. By co-marketing together and encouraging specialization, Epicor aims to drive greater results and revenue for its partners.

Definitions:
– Channel partners: Companies or individuals who work with a company like Epicor to market, sell, and support their products or services.
– SaaS: Software as a Service, a software distribution model where applications are hosted by a vendor and accessed over the internet.
– Cloud: Refers to the delivery of computing services, including software, storage, and processing power, over the internet.
– Data as a Service (DaaS): A data management strategy where data is provided on demand to users, typically through web services.
– BI: Business Intelligence, the use of technology and strategies to analyze and interpret business data to make informed decisions.
– Predictive analytics: The use of statistical models and forecasting techniques to predict future outcomes based on historical data.
– Market development funds (MDF): Funds provided by a company to its partners to support marketing and promotional activities.

Suggested related links:
Epicor: Visit the official website of Epicor Software Corporation for more information about their products and services.