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.

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MSP Business Model Transformation: 5 Tips for Navigating Change

We designed this handbook to help you work through your business model transition. Learn 5 tips for navigating a MSP business model transformation, lessons learned from NSI’s journey from VAR to IT managed service company, and how to revamp your managed services pricing for predictable revenue.

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Vendor relationship management News

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.

Vendor relationship management Get Started

Bring yourself up to speed with our introductory content

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
Best practices for better server lifecycle management deals

A buyer's playbook with granular forecasts of server refresh, upgrade, maintenance and precedent discount details strengthens your negotiation position with your server supplier. Continue Reading
Actual sales tactics vendors use during server refresh lifecycle

See specific examples of the strategies server vendors use in order to better prepare for sales pitches throughout the five stages of the server renewal and refresh lifecycle. Continue Reading

Evaluate Vendor relationship management Vendors & Products

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

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
How to vet vendors' cybersecurity tools for MSP practices

Building a cybersecurity stack can mean assessing dozens of vendors. An effective vetting process can help partners avoid missteps in their search for security products. Continue Reading

Manage Vendor relationship management

Learn to apply best practices and optimize your operations.

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
Channel partner account manager role is due for a refresh

As change continues to sweep through the IT industry and channel ecosystem, vendors need to evolve the functions of partner account managers to keep up with the times. Continue Reading

Problem Solve Vendor relationship management Issues

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

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
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