2112 Instant Replay: Translating Partnership Costs Into Partner Profitability

Translating Partnership Costs Into Partner Profitability

On Oct. 21, Larry Walsh, CEO and chief analyst of The 2112 Group, was joined by Intel Security’s Fernando Quintero and Optiv’s Luis Palacio to discuss how vendors and their channel partners can build better, more productive relationships.

According to Walsh, who headed the Webinar, “Translating Partnership Costs Into Partner Profitability,” the financial outlook for partners is good, with sales, revenue, and deal values on the rise, but solution providers need to look beyond the margins and incentives offered by vendors if they want to achieve consistent, long-lasting profitability.

“Partners are doing well, but there are some headwinds facing them,” said Walsh. “They need to know where to invest and when to invest, and that will help them overcome their challenges.” The key for everyone, Walsh added, is quantifying the total cost of partnership and being diligent about planning for growth.

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Translating Partnership Costs Into Partner Profitability
Building better and more productive channel relationships requires taking the total cost of partnership into account and translating it into sales scenarios and business plans. Through this approach, vendors cultivate loyal and growth-oriented partners that generate better and more consistent results.