What is a Partner? Partners are a "Combination of Offering Choices" they make. From a product perspective, it is the combination of the choices below (determined by the ecosystem) that determine the partner type, and it is groups of these types that create a channel (segment). The Partner's goal is to become known and branded for their particular solution combinations. The example below is the anatomy of a particular solution provider type.   Partner selects products and vendors, make necessary commitments. These choices define their operating model.   Channel partners are continually in the process of refining their product lines to focus their business and balance risk and reward. Ecosystem richness improves partners ability to understand their choices and it improves the vendor's partner Business Proposition. Back to Home Page