Choose Your Vendor Right

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A good vendor channel relationship works on an even platform of right communication, products, channel centric solutions and loyalty.

Partnering with the right vendor, which can mean a good boost to your business, can be a lot like choosing a life partner. The points like whether the vendors are caring, loyal, good commuincators and want to build on the relationship become very important concerns that the resellers need to vet before partnering. Just like in a marriage. In order to find out if the vendor is right for his business, a reseller needs to keep his eyes open.


The vendor partner is willing to support its resellers. Resellers should be with vendors that are willing to invest not just money but also time to keep its channel partners happy. They are willing support a channel partner by providing business leads as well as answering customer queries for the partners. The vendor should have a strong set up whereby it is able to search out customers and pass on the business to its channel partners. In fact a vendor with a strong direct tech support as well as a sturdy service network are always

a better bet than the ones who depend on their resellers to handle support.


It should also invest in terms of manpower by having a dedicated sales force within the company that constantly keep tab of the reseller partner’s business health and try to reduce its problems. Not only that the vendor should also encourage its in-house sales force to work as a team with its partners. For that if need be, the vendor should be ready to incentivise its teams.


Not only that the vendor should try to be one ahead of the market trend so that it can offer focussed tarining and incentive programs to its partners so that the partners can ride the market wave when it comes.. The vendor should be able to provide the reseller with an unwavering commitment.


Besides the vendor should at looking not just reducing its overhead costs but also that of its partners. One of the things a reseller should keep in mind when selecting a vendor is its pattern of offering channel prog