Partners Ask Vendors For A Shot At Bigger Accounts

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When it comes to Fortune 50 and Fortune 500 accounts, some solution providers feel that vendors are playing their cards too close to their chest. Partners want more opportunities to play a role in big accounts.

"When vendors have a direct sales force that's going after an account, all focus goes on closing that business from a direct perspective," said Tiffani Bova, vice president and distinguished analyst at research firm Gartner, while speaking on a panel of solution providers at theWomen of the Channelevent in New York. "But sometimes you guys don’t feel like you get that same kind of attention when you're going after a Fortune 50 or Fortune 500 account through the channel."

"[Vendors] have that ownership there, and they don't want to let go," explained Xioss founder and CEO Susie Galyardt. "It has been proven if they actually bring in a qualified partner that actually adds real value, they can actually expand that account."

"We do a lot of the heavy lifting," she added.

Edge Solutions co-founder and CEO Julie Haley said solution providers work hard to find expertise in specific market verticals, and because they are small to medium-size businesses, they are fiscally responsible. They have a lot at stake.

"We're going to be really careful with our money. All we ask is that you, maybe, learn our business and our expertise, and learn where we can help you," Haley said.

"Give us that opportunity. At least let us in the door," agreed PKA Technologies CEO Felise Katz.

Haley added that by excluding partners in large accounts, vendors are "missing the opportunity to make more money and grow their market share."

PUBLISHED DEC. 7, 2015