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For most IT vendors, a complete Land, Adopt, Expand, Renew (LAER) strategy should include their channel partners. Channel partners build close relationships with their clients, which provides them clearer understandings of their client's strategic business needs. Partners can then leverage that understanding to maximize the ROI clients receive from their IT investments. In addition, channel partners are focused on growing their value add service business by supplying a broad range of life cycle services to meet their client's product ROI expectations. Typically, the services that channel partners can deliver are ones that vendors either are not equipped to address or can only scale to address with their most strategic clients. Including channel partners in the LEAR strategy enables venders to achieve greater loyalty and relevance as partners can increase potential revenues and margins. In turn, this allows vendors to focus on their most strategic clients. Attend this session to understand how Riverbed is encouraging partners to build their Riverbed solution LAER capabilities, tying outcomes to customer success and embed Riverbed solutions in their own solutions, through a combination of experiential engagement, partner programs, product discount and strategic enablement activities.
Director, Global PS Channel Enablement, Riverbed
Publish Date: October 19, 2016
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Peg Rodarmel, SVP, Subscription Services, Infor
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