Want To Find The Right Vendor Partner? Ask The Right Questions

By Bob Skelley, vice president of global channel, Infinio

Any number of things can doom a technology partnership. There’s no such thing, really, as the perfect relationship. Everything comes with some compromise, which isn’t necessarily a bad thing; it’s just the nature of the business. Companies need to be very strategic about how they want to add new technology partners to their portfolios. Despite the give and take required to enter into the right partnerships, there are a few terms on which you must insist.

It doesn’t always come down to technology, either. Entering into the right deals for your company comes down to a thorough understanding of a vendor’s partner program and a careful analysis of its technology’s adoption curve within the market. To be successful, you’ll need to balance these two ideas against the investment required by your organization.