Jumping Through Hoops

Most channel programs have multiple, complex tiers that require partners to meet certain goals and revenue requirements. This strategy always favors larger resellers, leaving smaller – sometimes more engaged – partners out of the loop when it comes to extra benefits and margins. Vendors need to take into consideration how partners of varying sizes can add value (and revenue). Also, vendors tend to spend too little time on working out the process of who handles a lead at the various stages, forcing the partner into a process that they may be uncomfortable.