Vendors and channel firms are vetting potential partners more thoroughly than ever and getting clearer on what they need out of these relationships. Half of the channel firms surveyed by CompTIA said they’ve dropped a vendor because of a poor partner experience.
“That alone should be a bit chilling for the vendors in the room,” said CompTIA researcher Carolyn April, who presented the findings of two new reports on IT channel partnerships, Partner Experience Trends 2022 Vendor Perspective and Partner Experience Trends during ChannelCon.
Now that cloud technology has expanded the traditional reseller model into a huge ecosystem, there are more players in the market, getting partnerships to work takes more effort. “On the vendor side, the cookie cutter model doesn’t work anymore,” April said.
What is PX?
In the IT channel, partner experience (PX) includes a lot of things, from recruiting to onboarding to tech support. Most importantly, partner relationships need to make it easier for all parties and end users to do business.
“All of those touch points count as part of the partner experience, and if any of them are not good that can ruin the entire relationship,” said April. The data backs it up. According to the research, 35% of those surveyed said a good partner experience is critical to keeping a vendor, and 57% call the relationship important.
“Channel firms could be making money with a vendor but if their partner experience, habits and quality are not in alignment they know there’s another vendor down the street,” April said. There are plenty of ways vendors can enable partners, but it’s on both parties to do better.
Continue reading: https://connect.comptia.org/blog/why-partner-experience-matters
“That alone should be a bit chilling for the vendors in the room,” said CompTIA researcher Carolyn April, who presented the findings of two new reports on IT channel partnerships, Partner Experience Trends 2022 Vendor Perspective and Partner Experience Trends during ChannelCon.
Now that cloud technology has expanded the traditional reseller model into a huge ecosystem, there are more players in the market, getting partnerships to work takes more effort. “On the vendor side, the cookie cutter model doesn’t work anymore,” April said.
What is PX?
In the IT channel, partner experience (PX) includes a lot of things, from recruiting to onboarding to tech support. Most importantly, partner relationships need to make it easier for all parties and end users to do business.
“All of those touch points count as part of the partner experience, and if any of them are not good that can ruin the entire relationship,” said April. The data backs it up. According to the research, 35% of those surveyed said a good partner experience is critical to keeping a vendor, and 57% call the relationship important.
“Channel firms could be making money with a vendor but if their partner experience, habits and quality are not in alignment they know there’s another vendor down the street,” April said. There are plenty of ways vendors can enable partners, but it’s on both parties to do better.
Continue reading: https://connect.comptia.org/blog/why-partner-experience-matters
