As a vendor, evaluating and addressing underperforming channel partners and distributors is an ongoing challenge. While the channel provides scale and reach that vendors can only obtain through the use of channel partners, it does mean that an element of control is lost when it comes to the ‘extended sales force’.
This raises the question, how can vendors take back some of that control and ensure their partners (distributors and solution providers) are performing to the best of their ability on behalf of the vendor? Justin Johnson from MBT Mag explores this in the article below and identifies 5 key areas that vendors need to focus on to give their partners the best opportunity to be successful with their solutions.
Read the article in full to learn more and to determine whether your partnerships are set up for success.