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.

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.
June 22, 2018 22 Jun'18
DattoCon 2018: New storage features, development schedule

Datto partner companies got a slew of new data protection features, a cloud storage product beta and updates on business management software at the recent DattoCon event.
March 22, 2016 22 Mar'16
CompTIA members dig into vendor-partner relationships

At CompTIA AMM 2016 in Chicago, managed service providers and vendors discussed key issues affecting the success of their relationships.
February 01, 2016 01 Feb'16
Vendor training, certification gets new twist at Atrion

In a departure from typical vendor relations scenarios, Atrion, a consulting and managed services firm, is asking vendors to certify themselves in a reciprocal loyalty program.

Bring yourself up to speed with our introductory content

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

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

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
ERP-EDI integration: Partners rely on speed, flexibility

BAASS Business Solutions is partnering with trading partner connectivity specialist TrueCommerce to support customers who need core ERP-EDI integration. Continue Reading
Cloud vendor relationship management for channel partners

Account management, marketing support and cloud performance -- these are just a few of the concerns that channel partners may have when working with cloud vendors. 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