Wednesday, March 4, 2009

Are you a fair weather VAR/Solution Provider?

Do you belong to more partner programs then you have sales people?  Do you sign up to become a partner simply because your customer wants to buy that vendor's product?  Do you sign up for vendor programs then never complete the requirements?  With all of the vendors and products to choose from no one could really blame you, but is it truly benefiting your business?

The best way to get the most out of a channel program is to commit to the requirements and position yourself as the "authority" on that product or solution.  So why then do so many solution providers spread themselves too thin?  Should vendors have a referral program instead so the solution providers with customers ready to buy don't have to act like they are going to commit to the program?

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