Power Play: 3 Key Partnership Drivers For Solution Providers

It’s nearly impossible for solution providers to know everything about the technology they’re selling, implementing and supporting. That’s why it’s crucial to work with vendor partners who can make up the difference, especially when it comes to the three key partnership drivers for solution providers—people, tools and technology.

’There are a lot of key benefits that we’ve gotten from our partnership with Eaton. The most important benefit that we leverage on a daily basis is the people. Their knowledge base and experience with different products and product segments gives our people confidence,’ says David Shields, CFO of Shields Electronics Supply.

’We don’t have our own in-house marketing department, so being able to utilize the manufacturer’s program and to be able to have it be more custom to us without huge impacts is great,’ says Nancy Marks, chief operating officer at Starnet Data Design.


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’Especially in healthcare, they need to monitor a large hospital group, 35 locations, hundreds and hundreds of UPS’s. Their IT people need to monitor these things for critical power. That ability they gain through working with us gives them an advantage that makes a big difference,’ says Carpenito.

A big difference in not only becoming these clients’ trusted advisor but also in margins. ’I’ve been a reseller in the channel for many years now, and when I adopted the Eaton product three years ago, the margins just went crazy, and we hadn’t seen that in years. So, it’s going to go far, and we’re not going to slow down,’ says Carpenito.

Partner Program.