Channel Co-operation - A Distant Dream?
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Channel Cooperation - a distant dream?
Richard TubbProviding Expert Advice to Help IT Companies Grow
www.tubblog.co.uk
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Agenda● Some key points from CompTIA Channel
conflict research
● Round-Table - What do Vendors look for in Solution Providers?
● Practical techniques for building Vendor relationships
● Workshop format - speak up at any time!
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CompTIA Research Study
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Take 10 minutes to discuss...
Solution Providers, what are the top 3 things you think a Vendor wants from a
Partner?
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I'm too small to be noticed!
Photo Credit: JS Moorman
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Treat your Vendor as a Partner
Photo Credit: Nicola Corboy
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Ask your account manager the most important question...
Photo Credit: Tim O'Brien
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Make Revenue Commitments
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What's in it for me?
Photo Credit: Tristan Martin
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Conclusion
"Build trust with your Vendors, treat them as
a business partner"
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Thoughts? Discussion time...
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