Satisfying The Masses
3:25 AM EDT Fri. Oct. 13, 2006
From the October 16, 2006 issue of VARBusiness
Page 4 of 4
The Partner Top 10
Free Membership: No, or low fee to join partner program
More Training: In-person classes or online--especially in advance of new product releases
More Pre-sales Support: The faster and easier it is to obtain support, the faster deals can be closed
Clear Points of Contact: One for each vendor relationship and for joining a new vendor program
Demos, Demos, Demos: Easy access to free or low-cost equipment/software
Channel Focus: Vendors selling most of its product via the channel
No Gimmicks: Provide support, training and product vs. gimmicky giveaways, trips and contests
Easy Certification: Easy sign up, training and appropriate certification tests for products
No Channel Conflict: Vendors should consider market size and avoid oversaturating smaller markets with too many partners
Product Availability: Offerings should be easily attainable
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