Channel Program Insights

By Business Solutions Magazine

How do solutions providers’ and vendors’ perceptions of channel programs compare?

When people looking at a situation from two different perspectives speak of priorities, assets, and values, there are bound to be some differences — just ask a judge, a labor mediator, or a marriage counselor. So when Business Solutions (BSM) invited both IT solutions providers as well as vendors and distributors to rate features of channel partner programs, there was little surprise that the results weren’t mirror images of each other.

BSM listed 24 features of channel programs and asked solutions providers to rate them on a scale from 1 to 5, with 1 as “not at all important” and 5 as “extremely important.” Similarly, BSM asked vendors and distributors to rate the features, but asked which features receive the most emphasis from their companies. Although the results generally aligned, there were a few differences.