Vendor partnerships

1 - Number of Vendor AgreementsNumber of Vendor Agreements

The majority of channel partners (60%) have relationships with six to 30 vendors. Only 20% have relationships with 30 or more.

2 - Strategic Vendor RelationshipsStrategic Vendor Relationships

There’s a lot of room for swapping vendors. More than a third (35%) of those vendor relationships are considered strategic.

3 - Top Three Strategic VendorsTop Three Strategic Vendors

Vendors don’t hold as much sway as they once did. Cisco, at 21%, tops the list, followed by Microsoft (12%) and HP (10%).

4 - Most Partners Are Relatively SmallMost Partners Are Relatively Small

Nearly half of all partners (47%) have revenue of less than $10 million. Almost a third (29%) have revenue of $11 million to $50 million.

5 - Strategic Vendor Revenue ContributionsStrategic Vendor Revenue Contributions

A full 60% said their most strategic vendors contribute to 25% or less of their revenue. Only 20% pegged that number at 50% or more.

6 - Number of Vendor Systems Needing to Be AccessedNumber of Vendor Systems Needing to Be Accessed

Almost half (48%) said they need to access one to three systems. The remainder (52%) needs to access four or more systems.

7 - Vendor System Growth RatesVendor System Growth Rates

Nearly half (47%) report the number of strategic vendor systems they need to access has increased in last two years. Only 8% said those systems have been reduced.

8 - Number of Actual Logins to Strategic Vendor SystemsNumber of Actual Logins to Strategic Vendor Systems

A full 62% said their employees log in less than 30 times a month; 85% put that number at less than 60 times a month.

9 - Vendor Portal Feature RankingsVendor Portal Feature Rankings

Vendor partner portals rank highest for support. They ranked lowest for sales leads and market development funds/co-op programs.

10 - Primary Vendor Portal RankingsPrimary Vendor Portal Rankings

Almost 70% said their primary vendor partner portal is good or very good. Only 4% ranked them as poor or very poor.

11 - Full-Time Employees Dedicated to Primary VendorFull-Time Employees Dedicated to Primary Vendor

40% said they have fewer than five employees allocated to the primary vendor while 39% said they have 10 or more.

12 - Factors Driving Lost ProductivityFactors Driving Lost Productivity

Not enough personal contact (30%) and poor training (29%) are the primary culprits. Only 17% cited not enough incentives.