Partner for Success

Partner Enablement is Good for Business

CUSTOMER SUCCESS:
You Can’t Get There Alone
In order to drive improvements in service revenues, margins and market share advantage, it is imperative that the technology service industry helps customers become more successful by focusing on proactive support outcomes. Today, where many hardware and software manufacturers depend on channel partners for up to 60% or more of product and service sales, it is essential to enable these partners to sell and deliver services more effectively.

ENABLE YOUR PARTNERS TO DELIVER
Companies that are strategically leveraging their services business are transforming their organizations into strong, profitable growth generators:

• Service margins are attractive: the current industry average is 46%
• 74% of hardware and software manufacturers operate service as a profit center
• 44% realize more than 31% of overall profits from service
• Services are an increasingly important component of overall company profits and revenues.

Given the high percentage of product and service sales derived from channel partners, as well as the inherent benefits of services to profits, margins and overall customer success, it is clear that better-enabled partners are good for business.

Partnering for Mutual Success

Your success, the success of your service delivery partners and that of your customers are all intertwined. If your goal is to increase the value of your brand by making your customers more successful, consider enabling your partners with the tools and resources that will improve their service delivery and make them more profitable.

Enable your Partners to Deliver
World Class Support

Benefits of Partner Enablement
CUSTOMERS
When partners deliver better service and support for your products, customers win. Better service enables customers to reduce their total cost of ownership, minimize downtime, maximize the adoption of product features, and increase overall product value; ultimately making them more successful.

Ensuring that the customer receives the value they expected from your product should be considered a fundamental support initiative for your service delivery partners.

Strategically leveraged support models are the goal to true customer success: they aim to deliver value from the product beyond what the customer expected at the time of purchase.

Delivering this outcome is achieved by both accelerating the time-to-value on the product and by increasing the benefit of the product’s use to a higher level than the customer would be able to achieve on their own.

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PARTNERS
By becoming more services-capable and learning the inherent benefits and positioning of service sales, service delivery partners can profit from the increased revenue stream and better margins that enterprise companies are already experiencing today. Gaining access to industry research, technology guides, training, collaborative partner networks, and benchmarking tools helps partners provide end-to-end multi-vendor solutions and leverage best practices. Inclusion in the SSPA Partner Directory and Partner-of-the-Year Awards increases recognition and leads. The outcome? Partners gain increased profits, better margins, and competitiveness.

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YOUR COMPANY
Enabling your partners will protect and grow your support revenue streams. It will help defend against support price erosion and allow you to differentiate to attract the best partners and customers. SSPA’s Partner Enablement Program allows you to monitor and benchmark partner performance, recognize the best performing partners and manage your relationships more effectively.

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