Q: How will a new vendor partner program impact a partner's sales organization?
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.
All vendor partner program launches will incur soft dollar costs such as training costs and proactive marketing campaigns, but the channel partner's investment should really be costs associated with revenue-producing activities versus buying inventory. This will be the most important investment.
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