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How Partner Programs Work Partner program which can also be called as an alliance program or channel partner program is a kind of business strategy that is used by different vendors in an effort to encourage Value Added Resellers or VAR, Managed Service Providers or MSPs, Consultant, System Integrators or SI, Original Equipment Manufacturers or OEM, Independent Software Vendors or ISV and distributors to recommend or to sell the vendor’s associated services and products. Partner programs can also be segmented in order to accommodate specific needs of a certain type of channel company. The vendor’s VAR outreach effort for instance can focus more on offering volume based product discounts and even market development funds. VARs make it possible for the resellers to accrue dollars to be able to invest in demand, generating activities based on percentage of product sales. As for consultants however, they may be recommending products but may not be able to resell them. With regards to those partners, the vendors can offer a consultant liaison program that is providing an easy accessibility to technical documentation, dedicated support and product training. MSP aspect of the partner program meanwhile may be offering products that are geared specifically toward the service providers. A vendor is selling to the MSP and through the MSP as well in most cases. Vendor of management and remote monitoring tools for example sells directly to the MSP which in turn installs the software program to be able to provide services to the end users.
Discovering The Truth About Programs
Majority of the Information Technology or IT vendors have partner programs to some of the leading and most established IT firms in the industry. On the other hand, many of the smaller vendors are also operating such programs as the channel partners are giving them better foothold on the ground. Access to the vendor technical support, sales and product training, lead generation tools as well as access to the beta versions of the vendor products are a few of the typical features of a partner program. Some other program incentives can include industry and awards recognition at vendor events and even rewards to the channel partner sales staff.
Discovering The Truth About Programs
Channel partners can see these programs favorable of their situation but, there are some elements they find frustrating. A quick example of this is deal registration; this is a common part of different partner programs and may be a real challenge for channel partners to implement. The deal registration is designed to help partners to safeguard their investment in sales opportunities but this system is only offering limited visibility into the deal status. But vendors can deploy Partner Relationship Management or PRM system, which is actually a channel oriented take on customer relationship management to improve their interactions with the channel companies.