Guest Column | June 17, 2014

Channel Sales Vendor/Partner Relationships: What Vendors Want

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Dede Haas, CA-AM, Channel Sales Strategist, DLH Services, LLC

By Dede Haas, CA-AM, Channel Sales Strategist, DLH Services, LLC

It’s not love at first sight. It is all about the relationship between the vendor and the partner if a channel sales partnership is to be successful. A better understanding of what a vendor expects from a partner helps the solution provider make well informed and prudent business decisions that have a positive and profitable impact on their organization.

Part I: “We wait by the phone but they never call.”
Don’t just sit there. Do something about it!

Don’t be a secret and be prepared.

Words of wisdom to help you understand what the vendor is looking for in a partner and what you, the solutions provider, can and should do about it.

Be noticed. You may already be doing what it takes to get noticed by a vendor but, to reiterate, publicize what you do, the problems you solve, how well you solve them, and the benefits of doing business with you backed up by comments and case studies from happy customers.  And then...

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