Vendor relationship management Definitions

  • C

    channel conflict

    Channel conflict is a situation in which channel partners have to compete against one another or a vendor's internal sales department.

  • 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.

  • co-selling

    Co-selling is an approach to product and service distribution in which channel partners are the primary route to market.

  • 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.

  • H

    HP Partner First Program (formerly HP PartnerOne program)

    HP Partner First is a channel partner program that provides resources and benefits for value-added resellers (VARs), systems integrators (SIs), service providers, hosting providers, independent software vendors (ISVs), distributors and other businesses that want to collaborate with HP Inc.

  • HPE Partner Ready Program

    The HPE Partner Ready Program is a global partner program that rewards and supports Hewlett Packard Enterprise's channel alliances.

  • 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.

  • 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.

  • R

    reseller

    In information technology, a reseller is a company that typically purchases IT products or services from a product manufacturer, distributor or service provider and then markets them to customers.

  • 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.

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