EXPERT SPEAK find themselves left to figure everything out on their own ?
Collaboration fuels mutually beneficial growth
No organisation can thrive on its own . By joining forces , vendors and partners can achieve far more than they ever could separately . Moreover , in today ’ s connected world , collaboration that reaches across continents , languages and cultures is both possible and expected . A global audience demands a global network of partners capable of delivering the right solutions . But what does true collaboration entail ? Like any strong personal relationship , strong collaboration between channel partners and vendors requires transparency , consistency and mutual respect . Both must benefit equally from the relationship : vendors should provide quality products and a reputable brand name as well as clear rules of engagement that establish trust . For their part , channel partners should contribute to the vendor ’ s operations and add value to mutual customers , whether through product availability , competitive pricing , frictionless transactions , expertise or a combination thereof . Strong collaboration also requires partner support , such as access to the vendor ’ s resources and expertise , training opportunities , business , and marketing plans and more . The independent software vendor ( ISV ) community has an important role to play in Zebra ’ s partner ecosystem , for example and through Zebra ’ s developer portal , ISVs can access software development tools and resources . Finally , a collaborative relationship requires nurturing and attention . This means active partner engagement , with a focus on fluid communication , partner events and feedback that is sought , received and integrated for ongoing programme improvement .
A healthy channel ecosystem fosters a win-win-win relationship
The ideal channel engagement and collaboration is one that is part of a larger partner ecosystem comprising multiple partner communities with different business models that allow the vendor to reach its customers . As in all ecosystems , the key to harmony is balance : partners believe in the vendor ’ s offerings , invest themselves in sales and receive a competitive return on their investments . But the vendor-partner relationship is ultimately about meeting customers ’ needs and providing them with the added value they seek . A truly agile , adaptable , collaborative channel ecosystem is beneficial to all – vendors , partners and customers . •
INTELLIGENT TECH CHANNELS
INTELLIGENT TECH CHANNELS Issue 40
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