From An MSP: 3 Ways Vendors Can Enhance Channel Programs


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From a reseller or MSP’s perspective, “this is the best time to be in the channel,” at least according to DSS Vice President Ann Borza.

At the Women of the Channel West event in Napa, Calif., Borza identified some ways in which vendors are seriously improving their channel programs.

“I do think a lot of the cloud service provider licensing models that are out in the channel today are great. It allows us as a reseller/MSP to purchase and charge monthly for cloud licenses,” Borza said, highlighting Office 365 in particular.

Borza said resellers and MSPs also greatly appreciate programs in which marketing funding is based on track record, rather than the latest monthly numbers.

“The amount of marketing dollars that you are putting into the channel is great,” she said.

Furthermore, enablement from vendors around the “new buyer's journey” and how to be digital marketers is extremely helpful.

Borza said she also appreciates vendors that understand that the channel is an ecosystem, and “more people at the table bring[s] more value to the client.”

“Some of our vendor friends really take the time to connect us to their other good partners,” she said.

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