The message is clear: both the forward-thinking vendors and the more creative resellers and consultancies value genuine partnerships. That starts with sharing information freely – but unless the relationship is a two-way street, the Channel can underperform and limit scale-up potential.


Following three simple steps can enable a valuable relationship between vendors and consultancies.


Graph 2

The result? Respondents reporting a “highly successful” partnership programme delivered revenues considerably higher than moderate or less successful ones.


graph 3b

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