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 11, 2019 11 Jul'19
Microsoft Partner Network licensing changes put channel on alert

Some MPN members question Microsoft IUR policy changes, but other channel execs see the product licensing shift as business as usual in the reseller and service provider space.
April 12, 2019 12 Apr'19
Google cloud partners cite Anthos as key Next '19 technology

Partners said the new Anthos technology is a game changer and gives Google a competitive edge over its public cloud rivals; other channel news from the week.
February 13, 2019 13 Feb'19
2019 IBM partner program bolsters ecosystem approach

IBM is doubling down on its channel ecosystem strategy this week with a raft of partner program updates. The IBM ecosystem strategy was launched last year to engage a broad range of partner ...
October 12, 2018 12 Oct'18
Hardware makers discuss tariff effects at channel event

Hardware vendors aim to mitigate the effects of the Trump administration's tariffs on imported Chinese goods, using such strategies as tariff engineering.

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channel partner

A channel partner is a person or organization that provides services or sells products on behalf of a software, hardware, networking or cloud services vendor. Value-added resellers (VARs), systems integrators (SIs), consultants, managed service ... Continue Reading
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. Continue Reading
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. Continue Reading

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Asigra calls out the perils of cloud brokerage model

Cloud backup vendor Asigra shed light on the negative aspects of brokering cloud services. Find out about three potential business issues inherent in the brokerage model. Continue Reading
How an MSP enlisted Webroot for ransomware prevention

Platte River Networks is using Webroot technology, which includes endpoint protection software and a phishing simulator, to shield its clients from ransomware. Continue Reading
Partners align to bold SAP S/4HANA migration plan

SAP boldly stated an ambitious S/4HANA migration plan for existing customers. While SAP partners are on board with the transition, they recognize the challenges involved. Continue Reading

Learn to apply best practices and optimize your operations.

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. Continue Reading
Channel companies lose customer scope to incumbency challengers

Channel companies fail to retain many of their enterprise customer accounts when contracts are up for renegotiation, according to an ISG report. Continue Reading
Cloud vendor management services see demand from SMBs

Cloud vendor management poses a difficult set of challenges for SMB customers, opening up opportunities for channel partners to act as liaisons. Continue Reading

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Flawed channel data management may result in partner overpayments

Erroneous sales data may pose potential conflicts between some vendors and their partners; however, most vendors seem more interested in keeping the peace. Continue Reading
Working with your IT channel account manager

Get partner and vendor insight on the relationship between your company and your IT vendor's channel account manager. Continue Reading
How to become a Microsoft partner, and Microsoft Partner Network details

Find out how to become a Microsoft partner in this description of the MPN, which includes changes to the program effective in January 2014. Continue Reading