Today’s solution providers have a lot of options when it comes to choosing vendor partners. At a time when high-caliber technology solutions are plentiful, partners can afford to be more discerning.
So, what makes some vendors more attractive than others? In a phrase, their ease of doing business quotient. The dynamic between vendors and their partners has been sliced, diced, and scrutinized since the inception of the channel, but new research from 2112 shows that one of the most critical determinants of a vendor’s wallet share with partners is how “frictionless” they can render those relationships.
It’s time for vendors to stop focusing so much energy on building the perfect channel program, complete with labyrinthine rules on tiers, margins, and processes. The rule of the day: Keep it simple.
Read the Ease of Doing Business Report for insights on:
- The importance of measuring EODB
- Partner program pain points
- The impact of EODB
- How vendors can reduce friction with partners