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


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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