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The Partner Program Mess

“To uncomplicate the complicated, partner programs need to be standardized, predictable, and easy to use”. By Michelle McBain

SOURCE: CHANNELPRO NETWORK, JANUARY 14, 2020

“COMPLICATED is the “new normal” in the vendor-channel partner landscape. Understanding, executing, and getting paid on multiple vendor programs is already a full-time job for partners, and it will only get worse as they continue to add new vendors in a multicloud and hybrid-cloud world, not to mention emerging tech providers in areas such as IoT, AI, and automation. For vendors and the channel to achieve mutual success, partner programs need to be standardized, predictable, and easy to use. According to The JS Group research, 62% of vendors trust a partner to uncomplicate the complicated; yet 51% of end users say they cannot find someone specialized enough to understand their business. Channel partners also report that they have a poor experience working with smaller and emerging vendors.”  To improve the partner experience, JS Group recommends the following best practices listed in this article posted on ChannelPro Network.

MICHELLE MCBAIN is vice president of global channel strategy at JS Group.

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