Who really owns the partner channel? www.digitalclaritygroup.com
Written at 29 May, 2016 3:36:47 PM by Evagelos Varvitsiotis
    • Historically, technology vendors have had ‘reseller’ channels, the sole purpose of which being to sell as quickly as possible as many licenses as possible for the vendor. As such, the vendor has long measured success solely on the basis of revenue generated by a particular channel partner. Quite simply, the technology vendor hopes that the channel partner will bring in lots of new business for them, and the channel partner hopes that, in turn, the technology vendor will provide them lots of hot sales leads. It’s a a you-scratch-my-back-and-I’ll-scratch-yours kind of deal.
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