Partnering between IT VARs and telecom service agents continues to grow more commonplace in the industry. The relationships also are maturing as both groups have begun to move beyond opportunistic handshake deals, which easily fray, to a more formalized, accountable approach to the relationships.
CompTIA’s 2nd Partnering Trends Between Telecom and IT Channels study focuses on the most notable factors bringing agents and solutions providers closer together. The study finds that setting sales strategy, determining revenue goals and targets and establishing account ownership are all critical factors that contribute to success. Effective communications, formal business planning and an understanding of each other’s business model also ranked at the top of the list of things that made these relationships fruitful within the last year. Find out what you’re doing right and what you could be doing better when you read through this report.
CompTIA’s IT research studies provide timely, relevant data and assessments that can be immediately incorporated into your business and marketing plans, education and sales strategies. Our research studies typically include the dual perspective of end-users and the IT channel and adhere to rigorous research and ethical standards.
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