Jan 2023

Insight into the critical dimensions for a successful Channel Ecosystem

Over the last 30 years, partner ecosystems – from traditional resell channels to complex alliances – have vastly expanded. More and more organizations, whether private, public or even academia, are looking to expand their capabilities, reduce costs and risks, and access new markets. In a nutshell, no organization today, regardless of its size and capabilities, can go at it alone or provide everything, and the only option is partnering.

Despite widespread adoption, partnerships of all types are now faced with new levels of complexity, expanded competitive landscapes, faster innovation cycles, increasingly demanding customers, and more. Old challenges remain while new issues surface, and as a result a majority of partnerships are still falling short of their intended objectives.

Gorilla knows these challenges first hand. For the past 3 decades, we have been working with technology vendors, partners and distributors to design, develop, enable, scale, improve and manage partner ecosystems. Whether you are a startup, a mid-size or a large company, we can help with your initiatives.

In december we introduced our Partner Ecosystem webinar series in which we will have monthly discussions about the road to a successful Channel ecosystem.

The first episode “Partner Ecosystem Challenges” laid the foundation of the series by presenting the issues that can significantly impact the success of a partnership ecosystem. To avoid these issues, designing and structuring your channel is critical, and there are several key aspects that must be considered. In the second episode "Building a roadmap", we provided a framework of six dimensions that we believe are critical to building and running a strong channel.

Our webinar series is based on the Partner Ecosystem Dimension wheel, which is made up of 6 categories:

- Strategy
- Recruitment
- Enablement
- Motivation
- Sales and marketing
- Management 

Each of these categories are important for a solid partner ecosystem. Some phases are sequential while others can be run in parallel.

Designing your channel strategy is not a static / one-time exercise. You will need to revisit and refine it to address various changes through the life of this initiative.

Want to know more about how to build your partner ecosystem strategy? Watch our january webinar!