For Technology Marketing Professionals

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	April 12, 2010 The Five Things Channel Partners Want From Tech Vendors And Another One They're Going To Need by Tim Harmon with Peter O'Neill, Zachary Reiss-Davis	Average: 6  (2 ratings)

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Executive Summary

In our discussions with channel partners, they consistently voice five criteria they use to assess the value of their relationships with tech vendors: market size/opportunity, revenue/profit streams, the vendor's channel enablement program, the ease of conducting business via the vendor's channel program, and how the vendor showcases successful partners. In addition, as cloud delivery models continue to percolate, channel partners will increasingly need business model training involving skill set sourcing and new accounting methods. Ensuring that your channel operations encompass these criteria will go a long way toward winning, satisfying, and securing increasingly discerning channel partners.

Keywords

• channel management
• channel program

This is an excerpt

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