2. Trust partners to provide strategic and long-term implementation and support to customers.

Both vendors and their solution provider partners need to collaborate closely on strategy and long-term implementation to drive the best results for customers.

When Xplore acquired Motion Computing in 2015, for example, the vendor worked closely with partners to keep them in the loop about Xplore’s long-term acquisition strategy, how the channel program would change, and how customers would be impacted.

For partners, the acquisition meant that maintaining an open dialogue on strategy was even more essential, as solution providers were unsure how Xplore’s channel program or the company’s product lineup would change.

“Any transition like that is very scary ... When Xplore purchased Motion, partners were nervous that they might do things differently,” said Hill.