How to Prepare for the Coming Age of Dynamic Infrastructure

Infrastructure 2.0 Journal

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Infrastructure 2.0 Authors: Ravi Rajamiyer, Liz McMillan, Elizabeth White, Pat Romanski, Derek Weeks

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IT News: Blog Post

Do You Know What Your Channel Partners Value?

Channel managers have the critical job

Channel managers have the critical job of finding out what their partners value and what they don’t, based on different markets. Unless you have a value proposition that matters to your partners, they will not seek you out or remain partners for very long. Some of the most common value propositions include increased sales, adequate training, marketing enablement, and quality support. If you effectively identify those areas that are important to partners, you'll produce results. This becomes even more important as the market gets more competitive. Partners are free agents and if you're up against another company with a world-class partner program that has a Web-based portal, training programs, fund management and marketing assistance because they know this is what their partners value, your partners will likely move on if the competitive products are functionally similar. To learn more visit

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Resource Library: For more information about partner relationship management visit

More Stories By Derek Harris

Derek Harris Sr. is a senior technology writer and blogger with more than 20 years experience in journalism.

While covering a broad spectrum of technology segments, his focus is weighted on enterprise technologies in the data storage, security and infrastructure spaces.