Cloud Channel Strategy

Key to any firm's overall strategy for the marketing of its business solutions are the decisions it makes around who are its target customers, how it will take its products to market, and what partnerships are necessary to customize, sell, integrate and support its solutions.

As the IT and telecommunication industries evolve to a service model, most channel programs need to be redesigned to include new types of partnerships. These new relationship frameworks redefine the roles and responsibilities of each player in the ecosystem and the business relationships between them.

Edge Strategies uses well-structured research methodologies and partnership frameworks to help our clients build and optimize their Go-to-Market Strategies across the full ecosystem of traditional and emerging partner business types including:

Server, Storage and Networking Vendors
Traditional and SaaS ISVs
Telecommunication and Hosting Service Providers
Web Designers and Developers
Marketing and Online Agencies VARs
Telecom Agents
Cloud Systems Integrators

Evolving partnering models increasingly focus on co-operative relationships including co-development, joint branding and marking and co-selling. Edge Strategies works with leading Hardware, Software Vendors and Service Providers to create innovative strategies to build their cloud platforms and bring cloud services to market.

Typical engagements include:

Identifying Market Entry Requirements for new products and services
Developing value propositions for target customer segments and partners
Defining Routes-to-Market Models and the success requirements for each route/market
Defining appropriate engagement and compensation structures
Competitive Benchmarking
Program Evaluation
Channel Capabilities and Market Coverage