Saturday, February 21, 2009

Channel Partner; customer, client, partner, or team member?

Different channel organizations treat their partners differently; what do solution providers prefer?  Should solution providers pay for training?  Should everyone in the same tier be treated the same even if they don't need the same support?  What differentiates one program from another and who cares?  Well it turns out that solution providers do...who knew?

Having spoken to many solution providers at last year's Everything Channel Xchange event I saw evidence of the changing tide.  Many vendors used to treat their solution providers as customers or clients because they could.  The SP wanted to be selling that vendor's technology.  Now many SP's, the right SP's, are sought after by vendors but the vendors haven't changed their model.  

How do you treat your channel partners?  Channel partners, how do you want to be treated?

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