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The Ideal Vendor Tool
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The Ideal Vendor Tool

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15 questions that partners want answered before they will commit to your company or products.

15 questions that partners want answered before they will commit to your company or products.

Published in: Business, Education

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  • 1. Identifying the IDEAL VENDOR<br />Partner (and Business customer) actions are driven by one or more of the following:<br />Increase Revenue<br />Decrease Cost<br />Enhance Cash Flow<br />Leverage Assets<br />Minimize Liabilities<br />The following are 15 questions that partners want answered before they will commit to your company or products. <br />Market Segmentation<br />
    • What is your ideal end user-market sweet spot?
    • 2. Who are your competitors and what are your unique selling propositions?
    • 3. Who are your complementary vendors and why?”
    Channel Strategy<br />
    • How important is the Channel to your business?
    • 4. What is your channel strategy (number/type of partners, number of tiers, etc)?
    • 5. What is the profile of your ideal vendor?
    • 6. How do we fit into your strategy (how do I leverage my existing assets)?
    • 7. Do you have a direct sales team, and how do they work with the channel?
    Profitability<br />
    • What is the future of your company and your product/service strategy?
    • 8. What is the profit model (margin, value-added services, add on products, etc)?
    • 9. How will you help us sell the product/service ( leads, programs, deal registration)?
    • 10. What are the costs associated with selling your products/services ( training, certification, etc)
    • 11. What administrative process do I need to put in place to sell your products/services?
    • 12. What resources are you going to provide to reduce my risk exposure?
    • 13. What support do you provide? For us? For the customer?
    • 14.
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