Commentary - Channel Insider
Empowering the next generation Channel

If vendor services programs are at odds with the services that solution provider partners offer, what can be done to smooth out the rough edges in the relationship? Here, we offer insight into how vendors and solution providers can diplomatically—and profitably—navigate through these murky waters.


Vendor Services Programs: Can`t We All Just Get Along? - 20 Tips for VAR Best Practices (cont.)


( Page 10 of 11 )

Slide 10

11. All sales calls are performed jointly.
12. Don't trust the—they don't do the Boy Scout stuff very well, either.
13. Ignore vendors whenever possible—they're a waste of time.
14. Be explicit about goals, including comp plan motivators, for each organization up front.
15. Focus on compensation plan; make it revenue-neutral.




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Slideshow Index:
  1. Vendor Services Programs: Can`t We All Just Get Along?
  2. Main Areas of Conflict with Vendors
  3. Conflict Within the Channel
  4. Vendor Complaints
  5. VAR Complaints #1
  6. VAR Complaints #2
  7. Resolutions
  8. 20 Tips for VAR Best Practices
  9. 20 Tips for VAR Best Practices (cont.)
  10. 20 Tips for VAR Best Practices (cont.)
  11. 20 Tips for VAR Best Practices (cont.)