Partnering Among the Partners

By John Moore  |  Posted 2001-04-09 Print this article Print

A recent twist in the hosting-alliance ecosystem is getting partners to team with each other.

A recent twist in the hosting-alliance ecosystem is getting partners to team with each other.

Steve Quane, strategic planning and business development manager at Intel Online Services, works with integrators, technology vendors and application services providers. Collaboration among that partner base has become more routine. "Most of our bigger deals in the last six months have had at least one vendor from each category … actively involved somewhere in the sales cycle."

Hosting vendors employ extranets and partner relationship management systems to help coordinate partner activities. Qwest Communications, for one, last month unveiled Q.Marketplace, a subset of the companys partner extranet.

Craig Schlagbaum, director of partner programs at Qwest, calls the service a "partner-to-partner marketplace" that brings together the companys varied partners. With Q.Marketplace, "a telecom agent can work with an ASP or a global systems integrator on opportunities that they uncover mutually," he says.

Exodus Communications, meanwhile, offers Alliance Exchange as a partner-oriented extranet. Exodus uses the tool to communicate outbound leads to its partners and receive leads from partners. The extranet distributed about 10,000 leads last year. Partners also can use the extranet to search for potential allies by technical certification, geography and other attributes. Arif Razvi, director of worldwide alliance programs at Exodus, says Alliance Exchange has 4,000 individual members, representing about 1,800 partner companies.

If the hosting vendors hope to deliver more complex solutions, matching up the various strengths of their partners is one way to go.

John writes the Contract Watch column and his own column for the Channel Insider.

John has covered the information-technology industry for 15 years, focusing on government issues, systems integrators, resellers and channel activities. Prior to working with Channel Insider, he was an editor at Smart Partner, and a department editor at Federal Computer Week, a newspaper covering federal information technology. At Federal Computer Week, John covered federal contractors and compiled the publication's annual ranking of the market's top 25 integrators. John also was a senior editor in the Washington, D.C., bureau of Computer Systems News.


Submit a Comment

Loading Comments...
Manage your Newsletters: Login   Register My Newsletters

Rocket Fuel