Building Trust

For vendors, finding and on-boarding a new partner is tough, but the hard work comes in building trust and relationship building. Every reseller is different, and their go-to- market strategy will depend on their business model and solutions set. A big mistake vendors make with their partners is not asking the right questions. Simple inquires such as “What support do you need to sell this product?” is where vendors can change the game. Vendors must understand each  partner needs and how to handle the customer relationship. Some partners will want to own the customer relationship, while others will just want to be informed, but are happy for the vendors’ sales managers to take a prospect over the finish line for them. This is where real value is added for both sides and will help drive greater long-term rewards.