Channeling Your Thoughts

At GE Access, we support a limited number of vendors and choose our vendor partners carefully. Resellers should do the same. Our primary consideration when evaluating a vendor is its degree of channel sophistication. This encompasses its reasons for entering a channel, its channel knowledge, dedicated channel resources, and the balance between its direct and channel business.

We also look at the linearity of a vendor's business model, field sales compensation plan and other indicators of channel success. Of course, the vendor's technology must be solid and its product roadmap must be headed in the right direction as well.