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Blog Post: Vendors seeking growth through partners must manage relationships, match priorities: New report

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Let's say you are a software vendor and you've set up a partner channel to broaden your reach into new industries and new geographic territories. You believe you have put the right elements in place - incentives, certification, technical support, even some added marketing investments. But something isn't clicking: partners - either VARs or ISVs - are missing their targets and seem to be at risk of losing focus on the opportunity you still see before you.

While the mechanics of running a partner program may be fairly straight forward, new research reveals that the success of enterprise software reseller relationships are determined by navigating a range of complexities related to differing priorities, perspectives, and skills.  Alignment on priorities for value ...

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