Data
EVOLVING THE ECOSYSTEM
David Zember, SVP of Qlik discusses the company’s channel strategy.
How is Qlik leveraging its expanded partner ecosystem to strengthen its sales strategy? At Qlik, we believe that the power to effect positive change comes from an organisation’s data. We know that the best way to realise this value is to leverage the customer’s trusted ecosystem of partners. Our partners and alliances are vital to the company’s sales strategy because customers no longer just buy more soſtware, they want solutions to big problems. For our customers, working with a curated
set of providers that are really trusted, like Qlik’s ecosystem, is a very effective way to accelerate time to value. An AI ecosystem might include a cloud provider, a modern data platform, and an infrastructure and analytics partner that can deliver an end-to-end experience without adding too much complexity. We build these ecosystems through strong relationships between
ourselves and our partners, and it’s the most effective way to support customers today.
44 | May/June 2024
Can you elaborate on the concept of ‘ecosystem selling’? Ecosystem selling is about using a network of partners to give customers the most valuable products and platforms that they need. It is based on building and expanding relationships, and it’s the most successful way to go to market today. In the past, salespeople sold soſtware and
many times, leſt the customer to worry about getting it deployed. Te cloud changed this model, making it easier for buyers to shop around, learn, and try out products and platforms before buying. By the time they are looking to make a purchase, today’s buyer has already decided what they want. Tis means that selling soſtware “across
the table” from a buyer isn’t the way we do business anymore. Today, we find ourselves sitting “around the table” with our customers, ecosystem partners and possibly even competitors to solve important problems. Earning a seat at that table is the way forward for our best salespeople and partners.
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