http://www.channelmavenconsulting.com/2009/05/keeping-your-channel-programs-straight/ Channel Consulting Strategy and Implementation Partner Thu, 26 Jan 2012 22:25:46 +0000 hourly 1 http://wordpress.org/?v=3.0.3 http://www.channelmavenconsulting.com/2009/05/keeping-your-channel-programs-straight/comment-page-1/#comment-33 channelmaven Tue, 14 Jul 2009 11:18:15 +0000 http://www.channelmavenconsulting.com/?p=49#comment-33 John, Thanks so much for the comment, great points. Every partner wants to be dealt with differently so if you don't have local and remote support you're missing someone. John,
Thanks so much for the comment, great points. Every partner wants to be dealt with differently so if you don’t have local and remote support you’re missing someone.

]]> http://www.channelmavenconsulting.com/2009/05/keeping-your-channel-programs-straight/comment-page-1/#comment-31 John Rinehart Thu, 09 Jul 2009 20:04:00 +0000 http://www.channelmavenconsulting.com/?p=49#comment-31 I can understand how a VAR can get overwhelmed with program changes with just one vendor - such as EMC. Add another three or four vendors (like Cisco, Microsoft, and HP) and ... good luck keeping up with all of that. I think one of the important factors is offering proper support for partners at all stages of growth. This includes local support with experienced people who can continually offer advice and direction to the partner based on their unique brand and solutions. EMC's goal for each of its partners is self-reliance but I feel the senior leadership never underestimates the value of "face-time" to the partner base. I think manufacturers who try to develop relationships remotely or skimp on local support will not see the consistent growth and strong relationships they need to build an effective channel. I can understand how a VAR can get overwhelmed with program changes with just one vendor – such as EMC. Add another three or four vendors (like Cisco, Microsoft, and HP) and … good luck keeping up with all of that. I think one of the important factors is offering proper support for partners at all stages of growth. This includes local support with experienced people who can continually offer advice and direction to the partner based on their unique brand and solutions. EMC’s goal for each of its partners is self-reliance but I feel the senior leadership never underestimates the value of “face-time” to the partner base. I think manufacturers who try to develop relationships remotely or skimp on local support will not see the consistent growth and strong relationships they need to build an effective channel.

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