[image credit:  Steve Carter]

Did you know that Interoperability is the #1 customer purchase decision criteria for technology?  It’s also ranked in the top 3 “most favorable messages” from tech vendors.  It’s so important yet few vendors talk much about it.    The fact is:  • You want to sell your Gadget A to customers • Customers want Gadget A to work with their Trinket B • Problem is, you don’t know much about Trinket B (so you just talk more about Gadget A)    • But your channel partners (who deal with mixed-vendor environments all the time) do know about Trinket B and many more related technologies.  They are paying attention to what makes their job easier in heterogenous technologies.

CHALLENGE:  Next month, book a slot on your calendar to do a brainstorm (with some channel partners) about the “top 10 technologies we blend well with”. 
Then, go to those vendors and ask them to do a joint project together to tell your story about how you work well together.

Interoperability is important.  Take advantage of the partners in your channel who can speak “customer-ese” about your product in the context of other products.  Help them by giving them insight about what your product does to get along with other products, what standards it complies with, and INFORM YOUR CHANNEL about the great “better together” story you can tell! 

I’d love to hear how it goes. 

If you need help, give us a call.