Evaluating channel programs Definitions

  • C

    channel partner portal

    A channel partner portal is a web-based application that provides a vendor's established partners (usually distributors, resellers, service providers or other strategic partners) with access to deal registration, marketing resources, pricing and sales information for products and services, as well as technical details and support that are unavailable to other end users.

  • channel partner rules of engagement (ROE)

    Channel partner rules of engagement are a component of the sales relationship between an IT vendor and its channel partner community.

  • channel strategy

    A channel strategy is a vendor's plan for moving a product or a service through the chain of commerce to the end customer.

  • D

    deal registration

    Deal registration is a common feature of vendors' channel partner programs in which a channel partner, such as a value-added reseller (VAR), informs the vendor about a sales lead.

  • G

    go-to-market strategy (GTM strategy)

    A go-to-market strategy (GTM strategy) is an action plan that specifies how a company will reach target customers and achieve competitive advantage.

  • I

    ISV (independent software vendor)

    An ISV (independent software vendor) makes and sells software products that run on one or more computer hardware or operating system (OS) platforms.

  • M

    market development funds (MDF)

    Market development funds (MDF) are a resource that a vendor grants to its indirect sales channel partners to help the channel with sales and marketing programs.

  • O

    OEM (original equipment manufacturer)

    OEM, or original equipment manufacturer, is a broad term that describes a web of relationships among IT hardware vendors, hardware component makers, software vendors and channel partners such as resellers and distributors.

  • P

    partner account manager (PAM)

    A partner account manager is a job title within a vendor organization that uses channel partners to sell its products or services.

  • partner program

    A partner program, which may also be referred to as channel partner program or alliance program, is a business strategy that vendors develop to encourage others to work with the vendor and sell its products or services.

  • S

    Symantec PartnerNet

    Symantec PartnerNet is web-based portal that was developed by security vendor Symantec to provide information, tools and benefits to its channel partner community.

  • V

    value-added reseller (VAR)

    A value-added reseller (VAR) is a company that resells software, hardware and networking products and provides value beyond order fulfillment.

  • VMware Partner Network

    The VMware Partner Network is a global channel partner program with benefits and support to provide VMware's virtualization and cloud technology.

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