Quiz Yourself

1. Am I comfortable with the supplier's suite of offerings?

2. Can the supplier help me meet my customers' needs?

3. Does the supplier recognize my value?

4. Is the supplier's channel strategy supportive of,as opposed to competitive with,its reseller partners?

5. Am I one of a select few resellers for this vendor's wares?

6. If I invest resources in their certification program, will it mean something to my customers?

7. Does the supplier invest in activities that help my business?

Recognizing Value

Here's the Key

Have You Done Your Homework?

Channeling Your Thoughts