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12 Important Facts About Channel, Vendor Partnerships

Vendor partnerships Number of Vendor Agreements The majority of channel partners (60%) have relationships with six to 30 vendors. Only 20% have relationships with 30 or more. Strategic Vendor Relationships There’s a lot of room for swapping vendors. More than a third (35%) of those vendor relationships are considered strategic. Top Three Strategic Vendors Vendors […]

Written By

Michael Vizard

Dec 15, 2014

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Vendor partnerships

Number of Vendor Agreements

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

Strategic Vendor Relationships

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

Top 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%).

Most 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.

Strategic 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.

Number 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.

Vendor 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.

Number 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.

Vendor Portal Feature Rankings

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

Primary 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.

Full-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.

Factors Driving Lost Productivity

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

Michael Vizard

Michael Vizard is a seasoned IT journalist, with nearly 30 years of experience writing and editing about enterprise IT issues. He is a writer for publications including Programmableweb, IT Business Edge, CIOinsight, Channel Insider and UBM Tech. He formerly was editorial director for Ziff-Davis Enterprise, where he launched the company’s custom content division, and has also served as editor in chief for CRN and InfoWorld. He also has held editorial positions at PC Week, Computerworld and Digital Review.

12 Important Facts About Channel, Vendor Partnerships

Michael Vizard

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