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2010 Channel Chiefs: 10 Rules For A Channel Playbook

CRN, By Scott Campbell

In the "new normal," it's more important than ever for vendors to be on the same page as their solution provider partners when it comes to messaging, partnering and closing deals with budget-strapped CIOs. For solution providers, there's no instant replay: Any bickering, discord or other sign of conflict between a solution provider and vendor might be enough to turn the customer away -- meaning a lost deal and the potential for a long-term relationship dashed.

It doesn't help that the game's always changing, either. But in the end, there are 10 best practices that have stood the test of time and should be included in all vendors' playbooks. In interviews with a number of solution providers, high-fives went out to several companies for doing just that. Other vendors, however, still have some work to do. For them, it's time to get their game face on. 

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