Magento Solution Partner Program - The Good, The Bad and The Ugly

Meet Magento PL 2015
Magento Solution Partner Program
The Good, The Bad and The Ugly
Aron Stanić, Inchoo

• 6 yrs leading sales processes at Inchoo
• in close touch with clients and Magento
• MCSS
• #RealMagento enthusiast
About me

Solution Partner
≠
Reseller Partner
Magento today

Magento is
a great eCommerce platform.

26% of the eCommerce market
share in the Alexa Top 1 Million.
Hivemind’s April 2015 Report

240.000+customers
200+ solution partners
5.000+ certified experts (dev+business)

What makes all this possible?

Community of amazing
individuals and companies.

Solution Partner
≠
Reseller Partner
What’s next?

Code gets a huge revamp ✓
Connect does too ✓
What’s new with Magento 2?

Something’s missing, though…

Solution Partner
≠
Reseller Partner
Magento Solution Partner
Program

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

Solution Partner ≠ Reseller Partner
Enabling revenue, not being acknowledged
(license renewals for long-term clients)
The Bad

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

The popular vote

3-question survey with fellow partners.
Not a representative sample.
But indicative results.
Survey for MM15PL

average grade: 3.25 
(on a scale 1- 5, with 5 being the best)
time as partner: all 3+ years
Survey results

“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

“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

“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

“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

How to improve
the Solution Partner Program?

• 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

• 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

So let’s create an environment
where everyone wins.

Magento
Partners
Merchants

“There is no problem that
community cannot solve.”
- Ben Marks

Questions?

Dziękuję.
@aronstanic
aron@inchoo.net

Magento Solution Partner Program - The Good, The Bad and The Ugly

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