Milestone Restructures, Restricts Partner Program
Milestone told IPVM they are committing more resources to the partners that are committed to Milestone, in its first partner program restructuring in years.
In this report, we share feedback from an interview with Milestone CEO Thomas Jensen and VP of Global Channel Sales Strategy Bill Rainey, we examine the restructuring, and its risk and impact on Milestone.
Executive *******
********* **** *********** ** ******** *** number ** ***** ******** **** ****, by ********* ******* *********** **** ********** did ***, *** ********* **** ********* to ***** ******* ****** ** ********. Moreover, ********* *** ************* ***** ***** in-house ******* ***** **** ** ****** support ***** ******* ****** ** **** committed ********, *********, ** *** *** count, ** ***** ** *** ****** States.
**********'* **-**** ***************** **, ******* ***** ** ********* levels:
Revenue ************
********* **** ***** ** * "**** nominal ******* *********" *** ********** ******** ranging **** $**,*** ** $**,*** ********* on *** *******. ********* *** *** disclose **** *** ******* ********** *** Advanced *** ******* ***, *** **** "it ** * ***** ****** ****** than ** ** (**** *** ******* program)."
*******, ********** *** ******* ************ **** for ********* ******** ****** **** *** not ******* ****** ** ****** ** products.
Restricting ********
******** ** **** *, ****, **** Advanced *** ******* ******** **** ******** to ******* ******* ******* ***********, *** priority ********* *******.
Restricting ******** *********
***********, ** ** ******* *, ****, only ******** *** ******* ******** **** be **** ** **** *********'* "**** Product *********", ******* ********** ******** **** not ** **** ** **** ******** Expert ** *********.
Previous ******* *******
*********'* ******** ******* ******* * ***** (Silver, ****, ********, *******), ***** ********* said *** *** ******** *********** *** value ** *** ****.
****, ********* ********* *** *** *** program *** **** ***********:
***** **** * ******** ******. **** discount ***** ** ******* ***** ** a ********, *** **** ***** ** the ******, ***** **** *** **************. So * ***** ** * ******* that **** $*,*** ***** ** ******* and *** * ************** *** ** a **** *******. * ***** ** $50,000 ** ***** *** ** * certification *'* * ****** *******, *** that ****** ******* *** * ****** discount **** *** **** *******.
**** **** **** ********* ** *********** issue ** ********* **** *** *** program:
**** *** *** *******, **'* ********; so **** *** **** ** ** revenue *** ************* ** *** ** the ******.
Fewer ********, **** *******
****** ** *********'* **** ******* **** is ***** ** ** **********, ***** is ***** ** ***** ***** *** mid-tier ********. ********* ************ **** "**** partners *** *** *****" **** *** revenue ************ *** *** *** *****, but **** ******** **** "* **** majority ** ******** **** *********, *** did ** ********", ********* ********* ********* *********, ******* **% ** ******** ***** 80% ** *** ********.
**** ********** **** ********* *** **** delivering ******* ******, ******* ******** ******* revenue ************:
*** ****** *** **** ******* **** short ** ****** ****** **** *** last ****** ** *****, ** **** been ********** ******* ****** ** *** market ******. *******, ** **** *** changed *** ************ ** *** ******** in ***** ** ******* ********** ** we **** **** ** **** ** a ******* ********** ***** ** ****** growth *** ********* ******. ***** ********** focus ** ** **** *** *** partners **** *** ******** ***** ** customers *** ***** ****** ** *********.
Expanded ******* ***** ****
********* *** ***** ** ***** *** dozen ** *******-******* ********* ** *** past ****, ************* ******* ** *** headcount ********* ** *** *******.
******* **** **** ****** ********* ********** ****** ** *** *** 17+ ***** ********* **** *********'* *** worked ** ***.
*** ******* ***** ********** ***** *** US ******* ********* ** ***** ** LinkedIn:
********* ********* **** *** ******* *** sales **** ** *** **:
*** ** ****** ** ** ********* important ****** *** ** ******* ** there *** *** ********* *** ** to ***** **** **** *** *** partner *******, ** **** ** ** more **** *** ***** ********. ** therefore ** *** **** ****** **** sales ****, ***** ***** *** ****** strong ******** ******* **** ********* **** they *** ******.
********* ******** **** ** ** ****** by *** ****** ** *** ** market:
*** *** ** **** ***** ****** or ******** *****, *** ** ********* on ***** *** ****** ** *** market **
Growing ****** ********* *****
**** *** ******** ** *** ***** of ***** ************* (*******,********)******* **** ** ***** *** ******** and ***** **** ********* ** ******* partners/integrators ******* ******* *****************, ******* ***-*** systems. *** *******,******* *********** *****, ********** ** ****, *********** ****** ** '*******' (*** ****) Sales **********.
*******, **** **** *** ****** ** its ** ***** ****, ********* **********:
** **** ******* *** ** ******, more ****** ******* **** ** *** channel ** ***** ** *** ******** but **** ** **** **** ** are ******* ******* **** *** ***** partners **** *** ******** ***** **** business **.
***** ********** ********* ** ***-***** ****** many *********** ********, ********* ********** **** it *** ***** ********* ** ******* entirely ******* *** ******* *** ******* business ** ***** ********.
CDW / ***-*********** ********** *******
********* *** *********** **** ***-*********** *********** such ** *** ***** ** ******** for **** ******* ****. *** *******,*** ********* ***** *********.
**** ** * ******* ******* *** integrators ** ***** ***-****-******* ************/******** **** more ******** ******** ********.
Distribution *** ****** ***********
***** **** ******* ************ ******** **** the **** ** ****. ******* ********* Silver *** **** *********** **** *** have **** * ******* ****** ** systems *** ** ********* ** **** for *** *** ******* ** **** are ******* **********, ** *** **** meet *** ******* *** ************* ************ for **********. ******* *****, **** ******* DW *** ****** ** ****** ** benefit. *** ****, *********** ***/*** ************* ****.
***** *********** ******** **** **** * or * ************ ******** ***** **** influence ***** *******. ********, ***** *********** are ******** ** **** ** ***** or **** **** **********-******* *****, **** as ******* ** ********.
Outlook *********
**** ** ****** *** ***** **** for *********, ***** *** ***** ** the ****** ** ****, *** *** VMSes **** *********** **** ****** ******** and ** *** ****** ****** *** most ************* ** ****** ******** ** end-users. ***** **** **** ****** *** Milestone "*********", ********* **** ********** ************ *** ******, **** **** ******* *** *********, more ********* ******** *** *********.
Vote / ****
**** ****, *********. ******* **** **** loyal ***********. **** **** *** **** good ** **** *** ******** ** understanding *** ***** ********* ******. *** everyone *** *** **** **** / support *** ******** ** ******** ***, and **** *** *** *******, ** rewarding ***** **** ***** ******** ** a ***** ****. ***** ** **** on ****? **** ****** ****** **** and ****** ******* *** **** ***** of ***** ********.
***, * ********** * *** ***** ago **** ** **********:*** "*** ********* ******* *******"... ** Milestone **** ***** *** ******** ****** In *** ****?
***** * ***** ********* ******** **** its ***** ******** *** ********* *** significant, * *** *** *** ********* wants ** ** **** **** *** partner *******.
** * ******* **** ******** ******* its ********* (**** *** ******** *******), I *** *** ****** *** ***** but **'* * ***-*** ******, *********** should ** ******** ***** *** **** need ** ****** ** ******* ***** themselves.
**** **** ***** ** **** * memory. * **** ***** **** ** not ** ******* ** ********* *** decision. **'* **** *** *** **** of ***** *** ***** **** **** in *** **** ** *** **** will *****.
** * ***-*** ***** *******, * couple ** ******* ** ** ********* and *** ***** **** ** ********** as * ***** ************ *** ********** a *** ******** (***** ***) *** the ******** ****.
"** *** ***** ** ***** ******* on *** *** **% *** ****** the ****** ** ******* **** *** access *** ********. *** **/** *** more **** **/** *** ** ***** be ****** *** ****** ** **** the ********** **** **** *** ***-**********."
*** ******* ****'* **** ********, *** those **** *** *** ******** ******.
**** ******* ***** ** ******* **** the ********** **** **** *** **** for ******** *** * ******* ***** speaker ******* ** ******* **** **** his ********* **********, *** ********* *** failures ** ********** ** ***** ******* times.
** ***** ****** ** **** ************ everything ********** *** ********. ** *** a ***** ************, **** *** ***** one *** **** ********.
* ***** ***** **** **** ******.
*'* ** ** *** $**,***-$**,***. ***** the **** ******* *** ** "********* Replacement ************"
*** *** ************* ***/*** ************* *************** ***** ********* ******* ******** ****** ************.
** *** **** ** **** **** from ***** *** ********* *** *** your ************ **** ** **** ****** to ****** * **** ***** ***** VMS ********. ***** ****** **** ********** over ** **** ********* ** **** as ********** *** * ******** ****** of ****** **** **** ****.
***** *** **** ****** ***** ***** but **** *** ******. ***** *** the **** ***** ** ** ******* at ** *** ****** ***** ******. This ****** *** **** *********** ** the ********* ***** ******* *** ********** of *****.
** *** ************* ** *********'* ** program ****** *** **? ** **** this ** ******* ********?
**** ** ** *****. *** ******* partner ******* **** ******** **** ** partners..
*********, **** *** ******* ***** **** on *** ******** *** ****** ** a ********* ** ********.