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,...
by Dede Haas | May 17, 2018 | Blog Posts, Channel Partners, Channel Sales, Channel Vendors, Original Articles
All five articles of this Vendor/Partner Relationship series can be found here. Channel Conflict: The Good, The Bad, and The Ugly The New York City VAR was certainly having serious doubts as to the value of their relationship with the Vendor (Part II). Not only did...
by Dede Haas | May 9, 2018 | Blog Posts, Channel Partners, Channel Sales, Channel Vendors, Original Articles
All five articles of this Vendor/Partner Relationship series can be found here. Is it truly a partnership or does the relationship seem like it is all about the vendor? As you recall from Part I of this series , a New York City VAR partnered with a Vendor without...
by Dede Haas | May 3, 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 a channel sales partnership is to be successful, it’s all about the relationship between the vendor and the partner. There can be all kinds of fancy channel programs and spiffs but if...
