Choosing the right mix of IT vendors and getting the most out of those relationships can be overwhelming. This is especially since it seems that every day, a slew of new vendors enters the channel.
Here are some practical steps to make it easier when you are evaluating which vendors to add to your stack:
No. 1: Define Your Needs
Clearly outline your specific business requirements and objectives. Identify the services or solutions you need from a vendor to meet these goals. This will help you narrow down your options and focus on vendors that align with your needs.
No. 2: Ask the Right Questions
Once you have a list of potential vendors, come up with a set of questions based on your defined needs. Ask about their integration capabilities, like, “Do you integrate with X PSA?” Also ask about support options and any additional resources they offer, like market development funds (MDF).
No. 3: Research and Compare
Use review sites to gather unbiased feedback. Speak with your peers and attend industry events to have conversations with IT vendors. This will give you a comprehensive understanding of their strengths and weaknesses.
No. 4: Build Strong Relationships
Matt Solomon
Spend time building relationships with your chosen vendors. Attend conferences, engage in their product update webinars, ask questions, share success stories, and suggest improvements.
Personal connections can lead to quicker support and better overall service.
No. 5: Consider Long-term Value
Focus on vendors that not only meet your immediate needs but also align with your long-term business goals. This strategic alignment can enhance your service offerings and customer satisfaction over time.
No. 6: Maintain Regular Communication
Connect with your vendors regularly. Provide feedback, stay updated on their latest developments, and ensure they understand your evolving needs. Strong communication can help you get the most value from your partnerships.
These six steps can help you effectively navigate the multitude of IT vendor options and establish productive, long-lasting relationships that support your business growth.
Matt Solomon is co-founder of Channel Program LLC, a platform designed to disrupt the IT channel through community, collaboration, and equal access. He has worked in sales and business development for 20 years, and has spoken at more than 150 industry events in eight countries. Read more cool facts about Solomon at channelWise.
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