magento solution partner program - the good, the bad and the ugly
TRANSCRIPT
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Meet Magento PL 2015
Magento Solution Partner Program The Good, The Bad and The Ugly
Aron Stanić, Inchoo
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Meet Magento PL 2015
About me
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Meet Magento PL 2015
• 6 yrs leading sales processes at Inchoo
• in close touch with clients and Magento
• MCSS
• #RealMagento enthusiast
About me
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Meet Magento PL 2015
Solution Partner ≠
Reseller PartnerMagento today
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Meet Magento PL 2015
Magento is a great eCommerce platform.
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Meet Magento PL 2015
26% of the eCommerce market share in the Alexa Top 1 Million.
Hivemind’s April 2015 Report
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Meet Magento PL 2015
240.000+ customers
200+ solution partners 5.000+ certified experts (dev+business)
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Meet Magento PL 2015
What makes all this possible?
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Meet Magento PL 2015
Community of amazing individuals and companies.
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Meet Magento PL 2015
Solution Partner ≠
Reseller PartnerWhat’s next?
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Meet Magento PL 2015
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Meet Magento PL 2015
Code gets a huge revamp ✓ Connect does too ✓
What’s new with Magento 2?
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Meet Magento PL 2015
Something’s missing, though…
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Meet Magento PL 2015
Solution Partner ≠
Reseller Partner
Magento Solution Partner Program
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Meet Magento PL 2015
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Meet Magento PL 2015
The Good
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Meet Magento PL 2015
Partner Portal with everything it holds
Visibility towards merchants
Opportunity to be involved with larger leads directly with Magento
Extra revenue from commissions
The Good
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Meet Magento PL 2015
The Bad
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Meet Magento PL 2015
Solution Partner ≠ Reseller Partner
Enabling revenue, not being acknowledged (license renewals for long-term clients)
The Bad
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Meet Magento PL 2015
The Ugly
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Meet Magento PL 2015
Partners are incentivized to “hit and run” rather than build with quality and establish lasting relationships.
No formal recognition for saving customers (cleaning someone else’s mess).
The Ugly
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Meet Magento PL 2015
The popular vote
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Meet Magento PL 2015
3-question survey with fellow partners.
Not a representative sample.
But indicative results.
Survey for MM15PL
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Meet Magento PL 2015
average grade: 3.25
(on a scale 1- 5, with 5 being the best)
time as partner: all 3+ years
Survey results
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Meet Magento PL 2015
“We'd like less emphasis to be placed on number of new licenses sold and more emphasis to be placed on quality implementations and keeping existing Magento merchants happy.”
Survey comments
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Meet Magento PL 2015
“The revenue goals approach should be reworked, especially for the countries where eCommerce market is not comparable to largest ones, like USA or Germany.”
Survey comments
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Meet Magento PL 2015
“More focus on parter technology skills and quality.”
“I feel the current way is too commercial. We should have more technical cooperation, knowledge exchange.”
Survey comments
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Meet Magento PL 2015
“Efforts spent keeping EE clients renewing their licenses should also be recognized.”
“Magento merchants renewing their licenses does not seem to count, even when a Partner fights very hard to save the renewal.”
Survey comments
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Meet Magento PL 2015
How to improve the Solution Partner Program?
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Meet Magento PL 2015
• Rework revenue goals, attribution and commission model – different goals for different territories – recognize client/merchant lasting relationships – renewals should also count
• Make a distinction between a Solution and a Reseller Partner
Suggestions
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Meet Magento PL 2015
• Recognize and acknowledge win-backs – when partners take over messy projects
• Prioritize quality - all the time! – higher caps for number of certified developers for partners – introduce MCSS as a must-have certification – code reviews by ECG
Suggestions
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Meet Magento PL 2015
Why?
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Meet Magento PL 2015
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Meet Magento PL 2015
So let’s create an environment where everyone wins.
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Meet Magento PL 2015
Magento Partners
Merchants
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Meet Magento PL 2015
“There is no problem that community cannot solve.”
- Ben Marks
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Meet Magento PL 2015
Questions?