Vendor/Partner recruitment is very much like dating. First and foremost, Vendors want to get to know the Partner and their company to see if they are a good fit as an active participant in their Channel Program. If Vendors do it right, they do not jump into a channel relationship feet first and then figure everything out as they go along. And if Partners do it right, they will be prepared when vendors come calling.
In the end, what will your takeaways be from this webinar?
- What vendors are looking for in a partnership.
- What partners should do about it.
The upsides and downsides as vendors and prospective partners go down the recruitment path.
ABOUT DEDE HAAS
“Through my years in the Channel, I have worked for the Partner and the Vendor. And I have been on both sides of the Channel Partner recruitment process. This presentation comes from a series of articles I wrote for Channel Executive Magazine on what Vendors want from their Partners.” – Dede Haas
Dede creates “soup to nuts” channel program and sales solutions for the IT vendor. She has developed and managed channel partner programs for small and medium businesses and industry leaders, such as Intel Corp. She has also recruited and managed channel partners throughout the United States, Europe, India, Australia and Asia.
She received her Certification of Achievement – Alliance Management (CA-AM) through the Association of Strategic Alliance Professionals; has been a speaker, panelist and moderator for various conferences and technology organizations (currently the Vice Chair of the Education Committee for ACW); and is the author of The Channel Sales Guide, which was written for Virginia’s Center for Innovative Technology. Dede has also penned many channel articles for Channel Executive Magazine, Software Business Growth, VARinsights.com, Channel Partners, and Strategic Alliance Magazine.