General Consultant Discussion

I think it's a question of trust.

If Scanco invests in efforts to ensure customers are fully using the solution AND sends all the work through the partner, then that's actually a good thing for the channel partners.

Too often, I see all of us - small and large partners - get hung up in decision-making, analysis, and planning to the point that initiatives don't launch. Very few of the partners have perfected the up-sell and cross-sell motions to go off without a hitch. Personally I think Net@Work and SWK are doing great here and DSD is doing this decently  - not to disparage other firms, just speaking from my personal viewpoints.

So if the ISVs can drum up business with a sincere desire to serve the greater good of our customers and generate $$$ for us, the only other reason for us to be concerned or upset is it represents a loss of control.

Not to get overly Zen here but control is a fiction in most things in life - and particularly so with consulting customers. If we serve the customers best interest, we build trust and longevity. If we try to lock down the customer and the conversations they might be having, we might still be serving them well. We might also be wasting energy on managing our own fear.

I know this opinion may not be popular. It would be a great discussion at the bar at MotM!

I think it's a question of trust.

If Scanco invests in efforts to ensure customers are fully using the solution AND sends all the work through the partner, then that's actually a good thing for the channel partners.

Too often, I see all of us - small and large partners - get hung up in decision-making, analysis, and planning to the point that initiatives don't launch. Very few of the partners have perfected the up-sell and cross-sell motions to go off without a hitch. Personally I think Net@Work and SWK are doing great here and DSD is doing this decently  - not to disparage other firms, just speaking from my personal viewpoints.

So if the ISVs can drum up business with a sincere desire to serve the greater good of our customers and generate $$$ for us, the only other reason for us to be concerned or upset is it represents a loss of control.

Not to get overly Zen here but control is a fiction in most things in life - and particularly so with consulting customers. If we serve the customers best interest, we build trust and longevity. If we try to lock down the customer and the conversations they might be having, we might still be serving them well. We might also be wasting energy on managing our own fear.

I know this opinion may not be popular. It would be a great discussion at the bar at MotM!