Guest Column | April 10, 2014

The Top 3 Things To Look For In A Partner Program

Bob Stegner, Senior Vice President, Marketing, North America for SYNNEX Corporation

By Bob Stegner, Senior Vice President, Marketing, North America for SYNNEX Corporation

IT distribution isn’t just about products anymore — there’s an increasing focus on leading with services and solutions to drive results. Distributors are going beyond their name and becoming trusted advisors to resellers.As part of this evolution, it’s more important than ever to develop strong relationships in the channel and engage in events that provide collaboration, networking, and education. Every recipe for success looks different, but here are a few things to consider when looking for a partner program.

1. Diverse Opportunities For Collaboration And Networking

A strong partner program should offer a menu of collaboration and networking events as diverse as its members. Large events or small, formal or casual — it’s important to consider that not one size fits all. Consider a partner program that offers an annual or semi-annual meeting for educational and collaborative opportunities as well as the chance to hear from industry experts and company spokespeople. Regional events are a good way to promote face-to-face collaboration in between major events. Partner programs that offer niche sessions such as sales or vendor training workshops give members the opportunity to take a break from the daily grind to really learn and grow. To mix things up, it’s important to look for partner programs that offer networking events in a more laid-back setting. Across the board, look for programs with a high-level of executive involvement — it’s a customer’s right to have the opportunity to sit down and talk with anyone, regardless of their title.

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