Relevance! Over the past few weeks I’ve been speaking with many reseller partners, of all types and sizes, worldwide. While I wasn’t specifically interviewing them about what they want from their vendor partners, I ended up having some great conversations about just that. So, what do resellers want from their vendors, i.e. OEM or software partners? What struck me was the fact that what resellers want isn’t as obvious as you mightmore
About: Mary Pacell
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I’m often surprised by the continued disconnect between vendors and their reseller partners when it comes to MDF. Inspired by a recent CRN post, Mastering MDF: 5 Changes Solution Providers Would Make Right Now, here is a deeper dive into Mastering MDF—from both the vendor and partner perspective. According to the CRN post, the quarter-by-quarter time frame to prove return on investment on MDF simply isn't long enoughmore
A few days ago, I commented on some of the findings from a recent SiriusDecisions report , 7 Habits of Highly Effective Channel Account Managers. The report set out to answer “what behaviors set a high-performing CAM apart from his or her under-performing peers”. While I agree with their take on habits number 3, 4 and 5 [read that post more
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