Shulou(Shulou.com)06/02 Report--

Channel activation is an indispensable link in ecological building, which has become more and more mature in form, content and organizational form. Channel activation can play many roles, the two biggest of which are to enhance ecological cohesion and enhance the capacity of channel partners. Of course, channel activation in the new era, its meaning and purpose will also change, no matter how to change, service channel ecology, the output of commercial value is an unshakable theme.

Previously, open source cloud computing vendors not only realized the integration of resources, but also improved the output efficiency of ecological value through channel activation, which further increased the weight of channel activation.

In the process of channel activation, what is the basis on which the value will be output? First of all, it depends on what the value contains and whether it is the real value in the view of the channel partners.

At present, open source cloud computing manufacturers are mostly inseparable from the old routine of building platform + ecology in channel activation. Especially on the platform, channel partners are acquiring growth nutrients based on the resource sharing platform created by open source cloud computing vendors, while ecology, as a strong backing of the overall value output, also enhances the ability of channel partners to adapt to market competition.

With the arrival of the cloud era, the industry customer business scene will be adjusted according to the pace of cloud transformation. The role of open source cloud computing service providers at this time is to help channel partners learn to use the platform to meet the real needs of industry customers. This is a more competitive advantage than competitors. High-quality platform will help channel partners to gain the trust of more industry users.

Factors affecting the efficiency of capacity activation

Prior to this, some open source cloud computing manufacturers are actively holding channel activation offline activities in various prefectures and cities across the country, in which the power of the platform is fully demonstrated in the form of solution presentation, latest product information sharing, customer case analysis, and so on.

The on-site booth can showcase the latest and most focused cloud computing products, as well as solutions jointly launched with partners.

At the same time, it can also output the latest market trends to customers in different industries, and send relevant experts to share the latest technologies such as Kubernetes, OpenStack and super-integration, so as to help channel partners provide cloud transformation strategies to industry customers.

In the open source cloud computing market, service providers mostly provide infrastructure services, so differentiation is needed. When it is found that enterprise customers already have a certain scale of infrastructure and only need to optimize resource allocation and provide load for applications around the business, open source cloud computing vendors can also propose further optimization strategies at the business level, such as asking customers whether they also have needs such as data integration, data-based analysis and mining, and disaster preparedness.

For a long time, the capabilities of some channel partners have been focused on software and hardware infrastructure services, although some partners have built corresponding capabilities for customer cloud needs, but it still takes time to precipitate and improve. At this time, a complete and excellent ecological environment can speed up the channel partners to acquire new capabilities.

Based on the long-term open and win-win ecological construction strategy, and continue to create a fair and just, resource-sharing cloud ecological environment, many open source cloud computing manufacturers have made good achievements in channel ecological expansion.

Therefore, no matter from the perspective of platform or environment, open source cloud computing vendors who are proficient in channel activation will gain greater advantages in the whole cloud market and successfully get more attention from channel partners.

Extension of the concept of "Synergy" in the process of Channel Activation

The word synergy has a long history. It is mentioned in Shuowenjiezi: "Cooperation is the same as that of the masses." the same, the union is also. " . In short, it means to coordinate different resources or individuals to achieve the same goal.

Thus it can be seen that in order to achieve synergy, all parties involved in collaboration need to reach a consensus on cooperation motivation, form synchronization on cooperation information, and achieve complementarity in cooperation ability.

In the process of channel activation carried out by open source cloud computing vendors, the unified motivation is to expand market share and increase business profits; through technical training and market intelligence sharing, channel partners can obtain valuable information from open source cloud computing vendors and other partners to make up for their own deficiencies in professional technology and market development.

More importantly, more and more partners realize the key role of "synergy" in channel activation, and focus on participating actively to consolidate and enlarge the role.

From the history of the birth of the word "synergy", it is by no means a new product. From ancient times to the present, human society is constantly evolving, and competition and cooperation are the eternal themes in its process. Collaboration, as an important way to rapidly enhance competitiveness and strengthen division of labor and cooperation, is at the core of daily life and business competition.

In the process of channel activation, the concept of "synergy" has been more widely used in the actual implementation process, and even further extended: not only among open source cloud computing vendors, but also between open source cloud computing vendors and channel partners, as well as comprehensive three-dimensional coordination between different channel partners, different product lines, and user scenarios in different industries.

First of all, there is a motivational correlation between manufacturers and channel partners, which shows that open source cloud computing vendors will control the overall rhythm of the channel activation process and design specific channel activation content, while channel partners can provide support and cooperation for this control. and play a helpful role in the dissemination of content.

Secondly, in the regional market, the business communication and cooperation between channel partners should be relatively more frequent, which can also form resonance more quickly in the process of channel activation, so that the work of channel activation can be promoted rapidly.

In short, "synergy" promotes the optimization of channel activation mechanism and ensures the routine operation around the channel activation process between open source cloud computing vendors and regional partners. Channel activation can successfully unify the common goals of multiple roles in the ecology with the help of "coordination", and it can also ensure the smooth development of channel activation through a strong cooperation mechanism.

Therefore, encouraging more partners to break down resource barriers and create an atmosphere of sharing, mutual assistance and cooperation based on collaboration is of great benefit to optimize channel activation.

Strategy for activating the environment of private channels

For open source cloud computing vendors, the importance of precise channel activation is self-evident.

The first is to be able to achieve common growth with partners, and the most obvious manifestation is that the content of cooperation between them will evolve from traditional product distribution to the deep integration of technical service capabilities or solution construction. The second is the promotion and effective release of ecological value, no matter which role it plays in the ecology, as long as it reaches a unity in helping the enterprise cloud transformation, it will form a win-win symbiosis situation.

"1-to-1 accurate channel activation" is an innovative form of channel activation that Kaiyuan Village suggests open source cloud computing manufacturers to try.

In recent years, open source cloud computing manufacturers continue to carry out special channel activation around local cloud computing industry partners, on this basis, a number of regional partners can be selected for "1-to-1" channel activation communication.

Compared with the traditional channel activation form, 1-to-1 precise activation will be more purposeful and targeted to solve the doubts of channel partners in the process of accepting technology, products and solutions, and highlight stronger interaction.

In fact, for ecological partners, by accepting channel activation, they can not only obtain the knowledge necessary for market development, such as the latest product information, solutions, and sales skills of cloud products (solutions). It can also quickly acquire the ability to export this information, skills and knowledge after integration. "1-to-1 accurate channel activation" can speed up the process of this capability transmission and make it more efficient.

More importantly, because in the process of "1-to-1 accurate channel activation", both parties have more autonomy in the venue, time and process, so they can also have more room to play freely in the channel activation link.

For example, after the channel activation lecture, some creative ceremonies can be held on the spot to show the full recognition of open source cloud computing vendors for partners to support channel expansion for a long time and jointly enhance industry market share.

In the environment of open source cloud computing industry, associations will occur among vendors of the same nature and category, which may be a kind of competition or cooperation. For these different purposes, there will be a variety of requirements among manufacturers.

For channel activation, an important task is to identify these needs and meet them (oddly enough, direct communication between vendors can not really find these needs. More valuable information will be found through shared third-party channels). Communication is the most common way to find needs. When the demand is found, if the customized solution can be provided in time, the differentiated competitive advantage can be formed quickly.

"precise channel activation" can create an excellent private communication environment for communication, but also enable customized solutions to obtain more effective output, so that ecological partners can better understand the industry and grasp trends. Planning the next product layout in a targeted manner.

For a long time, open source cloud computing vendors, as the forerunner of domestic cloud service providers, are well aware of the importance of accurate channel activation, and actively carry out innovation practice in channel activation activities. These channels to activate innovation can not only make partners feel the help of ecology, but also ensure the effective coordination and sustainable development of the whole ecology.

Conclusion: the successful construction of channel platform is the final result.

For channel partners, it is necessary to have excellent pre-sales skills and innovative technical services and solution building capabilities if they want to build a differentiated competitive advantage in the open source cloud computing market.

In the previous process of channel activation, open source cloud computing vendors have been committed to helping channel partners to build a full range of service support platforms for end users. From this point of view, the process of creating a channel activation platform is like carefully cultivating seedlings, and the final "fruit" is to successfully build a strong and prosperous channel platform.

Like financial investment, the operation of the platform can be operated in two ways: short-term operation and long-term investment.

Short-term operation refers to information synchronization. Open source cloud computing vendors will synchronize the newly released product information during the channel activation process. The latest products are usually upgraded in terms of functionality, performance, and configuration, and need to be tested before being integrated into the solution. Channel activation is the best channel for channel partners to understand the characteristics and compatibility of new products. In addition, along with the new product release, some channel incentive policies will be updated at the same time, which is also the most concerned content of the partners.

Long-term investment refers to the promotion of channel strategy. Open source cloud computing manufacturers will regularly or irregularly continue to publicize the latest channel strategy, so as to clearly convey the latest established policies and policies, and promote the vertical deepening of the industry and the expansion of the market. On the one hand, channel policy promotion should be partner-centered, and the support of marketing activities, skills training and related rebate policies that they are concerned about should be explained and implemented; on the other hand, the complicated communication process should be reduced. let partners maintain simple and efficient communication with open source cloud computing vendors to enhance their control and response to market expansion.

Kaiyuan Village is pleased to see that many open source cloud computing manufacturers are making continuous efforts in the construction of the channel activation platform, showing not only the professional quality of expatriate expert lecturers, but also in the innovation of propaganda content. Because the professionalism of channel activation content and process can enable open source cloud computing vendors to become a successful ecological cultivator, but also gain more high-quality channel partners.

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