Recognizing Value
1. When selecting vendor partners and programs, keep your customers' needs top of mind. Choose vendor partners that value your services, understand your business and offer the best mix of products for the solutions you provide.
2. Steer clear of vendors that use resellers as an incremental supply-chain tool. Focus your efforts instead on strengthening relationships and forging alliances with channel-friendly vendors that offer strong local representation and partnering capabilities in areas such as technical support, sales and service.
3. Forget short-term incentives: Be sure your vendor partners are willing to invest in you long-term. The best vendors will have reputable and consistent reseller programs that demonstrate their commitment to you by encouraging additional partnerships and offering sales support, such as lead generation and technical training courses, to ensure your mutual success.