by DLH Services | Jun 22, 2018 | Article Series, Blog Posts, Channel Partners, Channel Sales, Channel Vendors, Original Articles
Part I: Love at First Sight! 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 the channel partner does not feel like they are...
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...
by Dede Haas | Mar 29, 2018 | Blog Posts, Channel Sales, Channel Vendors, Original Articles
All four parts of the Successful Channel Relationships series can be found here. What can vendors do to develop mutually profitable channel relationships with their partners? Teach them to fish? Well, something like that. One of the most important things a vendor can...
