By Dede Haas, CA-AM, Channel Sales Strategist, DLH Services, LLC
It’s not love at first sight. It is all about the relationship between the vendor and the partner if a channel sales partnership is to be successful. A better understanding of what a vendor expects from a partner helps the solution provider make well informed and prudent business decisions that have a positive and profitable impact on their organization.
Part I: “We wait by the phone but they never call.”
Don’t just sit there. Do something about it!
Don’t be a secret and be prepared.
Words of wisdom to help you understand what the vendor is looking for in a partner and what you, the solutions provider, can and should do about it.
Be noticed. You may already be doing what it takes to get noticed by a vendor but, to reiterate, publicize what you do, the problems you solve, how well you solve them, and the benefits of doing business with you backed up by comments and case studies from happy customers. And then...
Be prepared. When a vendor is recruiting you, be aware of and prepared for the specific characteristics they want in a partner. Does your company fit the profile the vendor is looking for?
Also, be prepared for the questions the vendor will ask to determine if you are a good fit for a channel partnership.
What else do vendors want from partners? Find out in this seven part series where we examine vendor expectations and if, why, and how a partner should fulfill them. Look for upcoming articles on:
An award-winning high-tech sales professional and founder of DLH Services, Dede Haas creates channel sales solutions for the vendor and the partner. She has developed and managed channel partner programs for enterprise and cloud-based products and services for small and medium businesses and for industry leaders, such as Intel Corp. For the partner, Dede has managed the vendor relationship, created business opportunities, and developed and conducted product training. She has her Certification of Achievement-Alliance Management (CA-AM) from the Association of Strategic Alliance Professionals.
Have a question, comment or story you would like to share with Dede? If so, please contact her at dede@DLHServices.com or +1 703-448-1710.