Have You Done Your Homework?
With a vendor selection--particularly in the midrange or enterprise product space,you are contemplating a true partnership, not a short-term, opportunistic pairing. Ask yourself the following questions before you decide on a new vendor partnership.
1. Does the vendor have a commitment to its end of the bargain? Is there technology leadership, a clear vision for its channel strategy and good primary demand creation in the marketplace?
2. Does the product/technology lend itself to the added value you have created or are creating?
3. Does the product or technology allow you to penetrate existing customers more deeply and/or create new customers?
4. Through this relationship, can you secure the investments necessary to make a go of it? A thorough and clear assessment of all the necessary investments--including technical education, certification requirements, sales training, etc.,all need to be considered. They can often be underestimated.