“The channel” – the collective of resellers, service providers, integrators and agents – is a remarkable mechanism for vendors to extend market reach and customer support. Every industry has a channel: Oil companies sell products through local gas stations; automobile manufacturers sell cars through franchised dealers; and food producers sell through local markets. The technology industry’s channel – responsible for nearly one-half of all product and services sales – features diverse capabilities and specialties among its solution providers, and limited performance expectations with inconsistent results.
The 2112 Group has reviewed years of channel research on trending data and solution provider performance. Through our review of historic channel trends, common partnership attributes and vendor-performance expectations, 2112 has determined the minimum a solution provider needs to be productive.
In the full version of “The 15% Rule of Solution Provider Growth” we will cover:
- Rethinking Partner Value & Contributions
- Revenue Trends & Growth Limitations
- The 15% Delimiter
- Rethinking Share of Wallet & Risk Exposure
- Attributes of Well-Performing Partners
- Capitalizing on the 15% Rule