5. Failure To Build, Maintain A Partner Advisory Council
Partners want to be on a winning team and can provide valuable advice to security vendors. Sometimes vendors fail to establish an advisory council or, worse, they don't engage advisory council members enough, the panelists said. Advisory councils help foster strong ties among its members and are a link to creating consistency over time, they said. "We've all developed good relationships among the pack and it has fostered net-new ideas," said Robert McMillen, president of Portland, Ore.-based All Tech 1. "No one is shy in speaking their mind."