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.