What do channel partners overlook when evaluating vendor partner programs?
Q: What do channel partners overlook when evaluating vendor partner programs?
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| Meet the expert |
| Angela Vines is co-founder and vice president for partner services at ServiceKey, an independent provider of hardware service and maintenance for mid-range servers, networking and storage equipment based in Norcross, Ga. She has 18 years of channel development and management experience with hardware and services. Download her entire podcast on vendor partner programs. |
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The nature of the channel historically has been that most partners are really focused on transactional business – deal by deal or box by box. They're so focused on the month-to-month or quarter-over-quarter revenue stream, they miss the boat on creating a residual revenue. So when choosing a
vendor partner program, a large consideration should be the residual revenue potential.
An example of a successful residual revenue plan would be a program that has either a maintenance, software or professional services component that creates a long-term, year-after-year revenue stream for the channel partner.
Return to the vendor partner programs FAQ guide and read the rest of Angela's expert responses.
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This was first published in March 2008