Partnership Motivations

Your Channel Knowledge Nuggets for Today: Vendors and Partners: When considering a channel relationship, ask “What is each party’s motivation for this partnership?” If your answers do not align, evaluate the reasons why you want to partner.

High-Quality Partnerships

Your Channel Knowledge Nuggets for Today: Partners: Just like the partnership itself, sales are all about relationships. If you are OK with your sales team as speed daters and order takers, then a transactional, quantity based relationship is for you. But if you want...

How Valuable Are Vendor Incentives?

This month, I discuss the value of partner programs.   JOSHUA LIBERMAN is president of Net Sciences. Since 1990, he has built, secured, and managed hundreds of networks. As a Novell CNE and, later, a Microsoft MCSE and CISSP, he has built Net Sciences into a...