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The expanded vendor-to-partner assistance even extends to such basic blocking and tackling tactics as sharing with resellers more information about upcoming product releases. Where the focus before was on alerting partners one month or less before a product debut, the percentage of vendors providing briefings between one and three months in advance jumped to more than 60 percent for all vendors (nearly 63 percent for 5-Star programs).
About one-third of all vendors generate sales leads only for their top-tier partners, while more than 60 percent of 5-Star programs pass along leads for top-, second- and third-tier partners (just over 50 percent for all vendors).
"Leads are always important. Leads always come to the top of the list," said Vision33's Rooney.
An analysis of the PPG statistics also illustrates how wide the difference is between vendors with 5-Star partner programs and the rest of the pack. Take attached services, for example. The percentage of 5-Star partner programs with specific initiatives to help partners increase their services attach rates, such as partner services training or value-based pricing, is generally 20 points higher than programs that are not 5-Star.
Vendors with 5-Star programs are likewise far more likely to offer partner assistance in hiring professional talent. The percentage of 5-Star vendors that pass along resumes from their own applicant pool (41.2 percent) is more than double that of non-5-Star vendors. And 23.7 percent of 5-Star vendors help write job descriptions, compared to only 3.0 percent for other vendors.
Other telling facts from this year's PPG:
• More than 20 percent of all vendors say the value of services attached is more than $3 for $1 of product sold.
• Ninety percent of all partner programs have multiple tiers.
• While virtually all vendors offer pre-, post- and technical support, only 68.7 percent have rules of engagement for managing direct/indirect channel conflict. (Only 76.3 percent of 5-Star programs have such rules.)
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