Words Of Wisdom: 10 Hot Topics From CRN's Channel Chief Roundtable

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Financial Health Of Partners

Frank Vitagliano, vice president, channel sales, Dell

It ebbs and flows. It certainly has improved from 2008 and 2009, no question. But I would still tell you that there's a lot of partners, particularly in the tertiary markets, the regional kinds of guys that run a business on cash flow, that would make a lot of us nervous relative to the big issue there: They have a small number of core customers that they do a lot of business with, and they are absolutely the trusted adviser with that small number of big customers for them. And if a couple of them go south, which is what happened in the 2008 and 2009 time frame, they are hurting and they are hurting big time. That is the thing that I think is challenging to a lot partners.


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