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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.

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The Ideal Vendor Tool

  1. 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 /><ul><li>What is your ideal end user-market sweet spot?
  2. 2. Who are your competitors and what are your unique selling propositions?
  3. 3. Who are your complementary vendors and why?”</li></ul>Channel Strategy<br /><ul><li>How important is the Channel to your business?
  4. 4. What is your channel strategy (number/type of partners, number of tiers, etc)?
  5. 5. What is the profile of your ideal vendor?
  6. 6. How do we fit into your strategy (how do I leverage my existing assets)?
  7. 7. Do you have a direct sales team, and how do they work with the channel?</li></ul>Profitability<br /><ul><li>What is the future of your company and your product/service strategy?
  8. 8. What is the profit model (margin, value-added services, add on products, etc)?
  9. 9. How will you help us sell the product/service ( leads, programs, deal registration)?
  10. 10. What are the costs associated with selling your products/services ( training, certification, etc)
  11. 11. What administrative process do I need to put in place to sell your products/services?
  12. 12. What resources are you going to provide to reduce my risk exposure?
  13. 13. What support do you provide? For us? For the customer?
  14. 14. </li></ul> <br />

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