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Channel Co-operation - A Distant Dream?


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The slides from an interactive session I delivered to the CompTIA UK Channel Community in Cardiff on Wednesday July 17th, 2013.

"This session delivers guidance and advice on how to minimise conflict and build successful Channel relationships. Why? So you can make more money! Former MSP owner Richard Tubb will tell how he grew his business through building strong Vendor relationships and share real-world practical tips that can be taken away and used to help you forge stronger Channel relationships yourself."

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Channel Co-operation - A Distant Dream?

  1. 1. Channel Cooperation - a distant dream? Richard Tubb Providing Expert Advice to Help IT Companies Grow
  2. 2. Agenda ● Some key points from CompTIA Channel conflict research ● Round-Table - What do Vendors look for in Solution Providers? ● Practical techniques for building Vendor relationships ● Workshop format - speak up at any time!
  3. 3. CompTIA Research Study
  4. 4. Take 10 minutes to discuss... Solution Providers, what are the top 3 things you think a Vendor wants from a Partner?
  5. 5. I'm too small to be noticed! Photo Credit: JS Moorman
  6. 6. Treat your Vendor as a Partner Photo Credit: Nicola Corboy
  7. 7. Ask your account manager the most important question... Photo Credit: Tim O'Brien
  8. 8. Make Revenue Commitments
  9. 9. What's in it for me? Photo Credit: Tristan Martin
  10. 10. Conclusion "Build trust with your Vendors, treat them as a business partner"
  11. 11. Thoughts? Discussion time...
  12. 12. Was this valuable to you? If so, sign up for regular free advice for MSP owners