I’ll start by telling you something you already know: most channel partners are supplier agnostic. And, since that’s the case, you, the supplier, must strive to foster partner loyalty to nurture and grow both your partners and your common customer base, and you can do so by harnessing the power of innovation and communication. It's something that your competitors might not be focused on, and it's the gateway to revolutionizing channel partner business models.
Your channel partners aren't searching for the lowest priced option or even for a single product in today's solutions-based environment. Most importantly, they're not looking for mediocre results with a supplier who is only focused on sales.
Here's the short list:
By working to empower channel resellers through improved communication and innovation, and by focusing on messaging and data, you will be poised to grow not just a strong, effective channel, but a loyal one as well.