by DLH Services | Jun 20, 2018 | Blog Posts, Channel Sales, Original Articles
All four parts of the Women In The Channel series can be found here. Article originally published in the October 6, 2016 edition of VAR Insights. I started in the channel 30 years ago working for a Novell and IBM VAR, which was followed by a stint for Novell Platinum...
by Dede Haas | Jun 14, 2018 | Blog Posts, Channel Partners, Channel Sales, Original Articles
To read all seven parts of the What Vendors Want series, click here. “We’re just not that into you.” Is this the relationship you want? Does this sound familiar? You thought you had done everything right. You showed the vendor you were more than prepared to be their...
by DLH Services | Jun 11, 2018 | Article Series, Blog Posts, Channel Partners, Channel Sales, Original Articles
Part I: It’s Not Love At First Sight What vendors want? It’s not love at first sight. They want to date you first. Read more… Part II: Let’s Talk Business “Do we really have to talk about business?” You do if you want a business partnership with a...
by Dede Haas | Jun 10, 2018 | Blog Posts, Channel Partners, Channel Sales, Original Articles
To read all seven parts of the What Vendors Want series, click here. “Like they say, opposites attract…Or not!” Do opposites really attract in a vendor-partner relationship? Probably not. When a vendor is recruiting partners, they are looking for companies whose...
by Dede Haas | Jun 7, 2018 | Blog Posts, Channel Partners, Channel Sales, Original Articles
To read all seven parts of the What Vendors Want series, click here. “We know what we are doing. Why do you ask?” But do you really know? If a vendor is recruiting you for their partner program, can you definitively say your technical team meets their requirements?...
by Dede Haas | Jun 5, 2018 | Blog Posts, Channel Partners, Channel Sales, Channel Vendors, Original Articles
All five articles of this Vendor/Partner Relationship series can be found here. If the partnership does not click, is the next step counseling or cutting ties? Q: Can this relationship be saved? After everything the NYC VAR had been through with the Vendor (Part I,...
