In life, the best partners lavish you with love, trust, and togetherness.
They share your values, your enthusiasm, and your endeavours.
And, when a partnership works, both parties thrive and grow.
This is also true in the technology reseller world.
Value Added Resellers, Managed Service Providers, System Integrators – they all crave a vendor partnership that delivers on all those fronts.
When one is established, it can be a match made in heaven.
They benefit, their end user customers benefit, and, yes, the vendor benefits too.
So, how to find that perfect partner?
Here, Blair Ferguson, Chief of Staff at global enterprise-class contact center and IVR provider ComputerTalk explains why it pays to be picky…
“It should be about great products and solutions, high-grade service and support, and shared culture and values – we are obsessed with all of those things and, as a result, our reseller partnerships deliver big for everyone,” she says.
“Our partner programme is a real differentiator. We don't rely on the partner to know everything about us because contact center can get pretty complex.
“Instead, we're an extension of our resellers’ sales teams. We go with them into every opportunity. We go on the calls and do the demos. Time zones don't matter. Our team will step up and provide the support until partners get to a point where they feel either comfortable, confident, or trained to be able to do some of those things on their own. Working together like that means every opportunity is maximised.
“Also, we are very flexible. We don't have a one-size-fits-all partner program and we don’t enforce boundaries. You don’t have to invest $10,000 to train your sales team or commit to selling a certain number of seats or delivering a certain level of return.
“We prefer our resellers to walk before they run so we work with them at their own pace. We'll go in and try to win a couple of deals together to establish momentum and build the funnel.
“Every partner’s needs are different so we pride ourselves on taking an individualised approach.
It usually starts with one or two people being identified on the partner side that will work very closely together with counterparts on our side.
