And, CompTIA with their latest Partner Experience Trends, reports the 2022 edition. Here are your highlights:
Two-thirds of channel partners say their relationships with vendors are solid and strong. However, one-half of channel firms have dropped a vendor partner in the last two years due to poor experiences. Thirty-five percent of channel firms say they will only work with vendors that offer a seamless partner experience. Fifty-seven percent deem PX important enough that they will accept only slight deficiencies in it, even if there is positive revenue.
Nearly 40% of channel firms said vendors are reworking compensation models to reflect the changing marketplace where many channel partners are selling fewer products and more complex services. Channel partners still derive a significant amount of their overall revenue via vendor compensation.
Why do we care?
I’m not expecting many partners to say their relationships aren’t strong, so instead, focus on the basics. Providers won’t do business with vendors if they’re hard to do business with. Again, not shocking, but boiling it down to basics helps make it relevant.
I will observe a constant source of amusement for me – those providers who bemoan long-term contracts from their vendors yet tout their own long-term contracts with customers. Have your cake and eat it too, huh? If you can pull that off, great; know that the rest of us can see what you’re doing, and with authenticity being a priority in today’s buyer’s journey… remember that.