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 - Fit in


( Page 9 of 11 )

Find out exactly where you fit into a vendor's channel. If you are VAR No. 89,001, then it's unlikely that you will get personal account management or much attention. Vendors that are just starting up and looking for a channel partners can be very receptive and offer higher margin than the major brands. However, you need to consider here what brands your customers are carrying and select accordingly.




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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