Time to recalibrate the vendor channel relationship

Opinion

Time to recalibrate the vendor channel relationship

The recession might be fading into the past, but when you talk to some channel players about the last two years you might be forgiven for concluding that for some vendors the downturn never happened.

Even in the grip of the economic meltdown some vendors maintained targets and revenue ambitions from channel partners that were totally unrealistic.

Now things have settled down a bit people can look back and make comments about a period that still causes disquiet and anger.

When you think about it, apart from some high profile financing schemes, the question of targets and revenue remained one that was discussed with the channel in private.

What it seems most had to say was to keep going and make sure you hit the numbers regardless of what was happening in the global economy.

That disregard left a bad taste in the mouth which will remain for a long time because those in the channel have long memories.

Add to that the reduction in MDF funds being experienced by most in the channel and the relationship between vendor and channel perhaps needs to be recalibrated.

This was first published in September 2010

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