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.

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.
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.

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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
Channel strategy glossary: Terms of the trade

Every tech field has its own terminology and the same holds true for the IT channel. Learn more about channel partner program vocabulary in this glossary. Continue Reading
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

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Rethinking channel partner programs in 2019 and beyond

As IT vendors struggle to modernize their channel partner programs, partner firms of all types should be actively weighing in. That's according to speakers at CompTIA Inc.'s ChannelCon conference, ... Continue Reading
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

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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
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

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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