The Perennial Channel Question: Why Should I Do Business With You?

edited August 2013 in CRN Community

imageThe Perennial Channel Question: Why Should I Do Business With You?

As the move to more toward managed services, off-premises private cloud and, ultimately, to public cloud continues, the criteria vendors will use to choose channel partners will change.

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  • providing a rich, user-selected mixture of deliverables poses the ultimate challenge to the entire provider chain, yet this is exactly what customers are looking for. The problem is that the vendors are expecting the resellers to do a lot of the "heavy lifting", but the resellers want to move the most product with the least amount of direct effort.
  • It is really important to know in advance the expected contribution from each partner. This will draw a picture of how the system is going to work and it will outline responsibilities of different partners. Setting out such a plan in advance makes business relations smooth because if people are not happy with what is expected from them, they will let others know at the start.

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