The Vendor Channel Programs Report is complete!
Over the past few weeks we have conducted 20+ vendor interviews regarding channel programs.  Our findings were compiled into a Vendor Executive Summary Report and delivered last week at the HTG Summit in Dallas.
In the report, we didn’t call out names of vendors or their program attributes since it was distributed across competitors.  Vendors were grouped into 3 personality types that we seemed to encounter most often during the interview process.

1) The Sergeant: Persistent recruiting, profiling, analysis
PROS: Recruiting is essential (boot camp)
CONS: Partners jumping through hoops, getting value?

2) The Salesman: Revenue/ROI-oriented, channel is their “ATM”
PROS: They know what marketing/sales tactics work
CONS: They may not invest in longer-term programs like training/cert

3) The Loyalist: Focus on “circle of friends”, face-to-face approach
PROS: Satisfaction, great for stable market
CONS: May see trouble in a shifting market, difficulty reaching breadth

We have a full document that goes into more detail by sharing best practices, tips and how-tos that both vendors and channel partners can use when dealing with these personalities. If you'd like the full study emailed to you, contact lauren@emminc.com

-Kris