How To Foster A Healthy IT Channel Partnership

Glenn Williams, director of marketing and product management for Citizen Systems America, shares what his company looks for in a reseller partner — and explains why those characteristics are essential to success for any reseller in the IT channel.

Q: As resellers go through training and/or certification with you, what do you look for?

A: At Citizen we look for a couple of key things in our partners that will make them a good long term addition to our business — and make us a good addition to theirs. First we will review whether or not our company and its offering fits into the product lines the reseller is carrying. It is essential that the partner not carry so many similar lines that there is little traction gained for the effort on both of our parts.

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