Time To Name Names

Why shouldn't the tables be turned?

Why shouldn't a solution provider be able to protect his or her most valuable customers from direct incursion by vendors,the equivalent of putting a "keep out" or "no trespassing" sign on the front door? At the very least, there should be clearly stated rules of engagement when it comes to handling a partner's most prized contracts. After all, wouldn't vendors rather focus their direct-sales activities on building new business than steal business from their own partners? It seems like a profound waste of resources otherwise.

From the GE Access New Frontiers conference in Colorado last week comes the news that Sun Microsystems is trying to take the high road. In conjunction with GE Access, Sun is encouraging partners to list their top customers and pledging to hold these accounts sacred.

Of course, only time will tell if this policy is successful. It's been tried before and failed. This time, it will depend entirely on the business ethics of all involved, vendor and solution provider alike.

We've heard, for example, that some VARs given a similar opportunity by other vendor partners have rushed to lay claim to accounts that were actually their competitors' or in which they had yet to sign a contract. On the flip side, once that sort of data is part of Sun's CRM systems, what's to keep an underhanded salesperson from approaching that customer anyway?

It's all a matter of trust, something it may be hard for a solution provider to muster these days. If you've been burned by a vendor,any vendor,in the past, you may be reluctant to share this data. I can't say I blame you. After all, you worked hard to win these customers. Why should you offer up those names?

All things considered, however, it's probably in your best interest to share the information. If your customer relationship is solid, there's little for you to worry about. On the other hand, if you choose to play things close to the vest, don't be surprised if someone decides to call your bluff.

HEATHER CLANCY, editor at CRN, is always looking for a good argument. You can contact her at [email protected].