Vendor relationship management

News and feature stories on vendor relationship management best practices. Learn how to manage vendor relationships and take advantage of market development funds, vendor discount programs and sales performance incentive funds.

July 22, 2020 22 Jul'20
Microsoft identifies digital transformation opportunities

For Microsoft, digital transformation provides a large, growing market for its partner ecosystem. Specific opportunities include cloud migration, AI and virtual desktops.
July 21, 2020 21 Jul'20
Microsoft Inspire 2020 sets partner agenda

Microsoft addresses 'digital first responders,' while citing cloud computing, remote work and purpose-driven digital transformation at virtual Inspire 2020.
February 07, 2020 07 Feb'20
Dell Technologies partner updates for FY21 focus on simplicity

Heading into a new fiscal year, Dell Technologies rolled out nondisruptive changes to its three-year-old channel program. The company also highlighted a streamlined GTM strategy.
November 22, 2019 22 Nov'19
ESG defines vendor relationship strategies for channel firms

A report by Enterprise Strategy Group identifies what MSPs should seek in their cloud vendor relationships. The report warns that some alliances can undermine key business goals.

Bring yourself up to speed with our introductory content

5 steps to build partnerships with IT distribution companies

Channel partners' relationships with IT distribution companies should be about more than ordering tech parts. Find out how to get the most value out of distributor relationships. Continue Reading
9 steps to better IBM ELA negotiation results

Get a leg up on your next IBM enterprise licensing agreement or renewal. Following these nine steps will help prepare you to meet Big Blue across the negotiation table. Continue Reading
Is third-party threat a viable server maintenance contract tactic?

When negotiating server hardware and maintenance agreements with vendors, server customers can threaten to go elsewhere. But how effective is that tactic? Continue Reading

Weigh the pros and cons of technologies, products and projects you are considering.

Why MSPs should care about Microsoft 365 Lighthouse

With Microsoft announcing its new RMM tool, Dave Sobel breaks down how this affects IT channel companies and how they could respond to ensure their business stays ahead of Microsoft. Continue Reading
Creating MSP solution stacks that don't have gaps or overlap

Dave Sobel reviews four methods for how managed service providers can effectively integrate vendor products into their offerings, providing a more complete solution for their customers. Continue Reading
Insight into Big Blue key to better IBM ELA renewals

Before negotiating a renewal of your IBM enterprise license agreement, get to know Big Blue's sales strategy and which factors influence its deal-making process. Continue Reading

Learn to apply best practices and optimize your operations.

Use an outcome-based relationship model to manage IT vendors

Company IT leaders shouldn't need to spend their time micromanaging IT vendors, which is where implementing an outcome-based relationship model comes into play. Continue Reading
How to transform your existing MSP and be more competitive

We know what a brand-new MSP needs to get off the ground today, but Dave looks at what an existing managed service provider needs to adapt and succeed. Continue Reading
How channel partners navigate the security vendor landscape

Channel firms, whether new to or experienced with cybersecurity, must avoid numerous pitfalls when purchasing security products. Read these tips for selecting the best technology. Continue Reading

We’ve gathered up expert advice and tips from professionals like you so that the answers you need are always available.

Tips to counter sales tactics thru server refresh lifecycle

See what you can do throughout the server lifecycle to counter the sales strategies of hardware vendors competing for customer dollars in a cutthroat market. Continue Reading
What is a top barrier to fruitful server refresh cycle negotiations?

Successfully countering server vendor sales tactics requires forecasting hardware and maintenance needs. Lacking a solid, consolidated forecast can be a recipe for failure. Continue Reading
Assess risk, forecast for IBM software licensing agreement success

When it's license renewal time, ClearEdge Partners recommends taking stock of the licenses you already have and determining how to allocate spending across your IBM ELA. Continue Reading