Vendors Ideal Relationship

Your Channel Knowledge Nugget for Today: Partners – When recruiting for their channel, vendors are looking for skills and experience in sales and marketing; technical expertise; processes and practices that fit with theirs; a partnership mentality; and the...

Channel Trenches & Partner Expectations

Your Channel Knowledge Nuggets for Today: Vendors – Take the time to genuinely listen to your partners as they are the ones working in the trenches. You may learn something new that will result in increased revenues and/or market share for you and them. Partners...

Questions Vendors Will Ask

Your Channel Knowledge Nuggets for Today: Partners: Be prepared for the questions the vendor will ask to determine if you are a good fit for a channel partnership, such as “What is the partner’s financial status? Do they have a solid and functional...

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...

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...

Channel Partnership Alignment

Your Channel Knowledge Nuggets for Today: Vendors and Partners: When considering a working partnership, it’s important to be aligned in how the partnership will transpire in order to make the best ROI for both sides of the...