What Do Your Vendors Channel Chiefs have Planned For You Next Year? - Programs that benefit partners, too
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While investment in effectiveness is the bread and butter of maintaining infrastructure, according to Blueroads, the PRM vendor contends that effectiveness-focused activities are where channel executives should focus in 2009 to boost revenues through the channel. Those programs benefit partners too, the company said, pointing out that:
• Partners (generally) don’t benefit from vendor investments in recruitment
• The path to revenue from new partners (recruitment) is too long to influence 2009 revenues
• Better enabling existing partners is a much more effective approach
• Partners don’t benefit from vendor efficiency
• If vendors invest in partners, they should hold them accountable, too.
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