Commentary - Channel Insider
Empowering the next generation Channel

Choosing a vendor partner is vital to the success of every VAR. But selecting the correct vendor for you and your customer base can be tricky. Channel Insider explains how to get it right.

10 Ways to Choose a Vendor Partner - Be selective


( Page 7 of 11 )

There is no point in attempting to go to all the vendors in a chosen area. Once you have decided what areas your firm is focused on, pick only one primary vendor to target. Then pick one secondary to have in your portfolio to give your customers the choice. You do not need four or five vendors in every area; it will be impossible to specialize in them all and know the ins and outs of their partner programs and incentive schemes.




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Slideshow Index:
  1. 10 Ways to Choose a Vendor Partner
  2. Who are your customers?
  3. What do your customers want?
  4. How do your customers like to buy?
  5. What brands does your customer already have?
  6. Fill in your gaps
  7. Be selective
  8. Know your stuff
  9. Fit in
  10. Beware
  11. Don't be afraid