Drive Your Channel Productivity Globally

Over the past few years, we have gained some fascinating insights into shifts in channel dynamics using our Unified Channel Partner Management Software and Concierge Services to run a number of partner profiling programs for our technology clients. And as we compare this data with the information we’ve gleaned from the dozens of worldwide studies that we have done, we have uncovered an amazing set of characteristics that distinguish the partners who tend to sell the most (and most profitably) and why they do so. These statistics are referenced from a different perspective in our previous articles, including 3 Macro Trends That May Put Your IT Channel Partner Out of Business and 7 Risks Your IT Channel Partner Must Manage To Stay In Business, but in today’s article we want to focus on the successful channel partner. In every case, what we see is a true commitment to: 1. Relentless focus on customer value - In the technology solutions space, we consistently see that the most predominant success characteristic f