PPG Vendors: Lead Support By The Numbers3:00 PM EST Fri. Mar. 29, 2013
The vast majority of IT vendor applicants for CRN's 2013 Partner Program Guide (PPG) said they generate sales leads for their solution provider partners and work with them to help drive demand. However, it's clear that vendors are increasingly giving preference to their top partners, those that earn certifications or become specialized in the vendor's products.
Here's a look at how vendor participants in this year's PPG said they provide lead support to their partners.
Ninety percent of the IT vendor applicants for CRN's 2013 PPG said they generate leads and turn them over to partners. Fifty-one percent said they offer this support to all their partners while 28 percent restrict the benefit to their top-tier partners.
Eighty-six percent of vendor applicants for CRN's PPG said they generate sales leads and initiate sales, which are turned over to partners. Forty-three percent said they offer this benefit to all of their partners while 36 percent said they limit it to their top-level partners.
Ninety-three percent of the IT vendor applicants said they work cooperatively with partners to drive demand directly to them through market development funds and other marketing programs. Fifty-seven percent offer this benefit to all of their partners; 27 percent reserve it for their top-tier solution provider partners
Ninety percent of CRN's PPG vendor applicants said they provide tools on their partner portals for partners to drive their own demand. Eighty-two percent offer this benefit to all of their solution provider partners while 5 percent provide the tools only to their top-level partners.