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For B2B Marketing Professionals

The Five Things Channel Partners Want From Tech Vendors

And Another One They're Going To Need

April 12, 2010

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  • By Tim Harmon
  • with Peter O'Neill,
  • Zachary Reiss-Davis

Why Read This Report

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.

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