2010 Channel Chiefs: 10 Rules For A Channel Playbook

February 20, 2010

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.

About Kaspersky

Kaspersky is a global cybersecurity and digital privacy company founded in 1997. With over a billion devices protected to date from emerging cyberthreats and targeted attacks, Kaspersky’s deep threat intelligence and security expertise is constantly transforming into innovative solutions and services to protect businesses, critical infrastructure, governments and consumers around the globe. The company’s comprehensive security portfolio includes leading endpoint protection, specialized security products and services, as well as Cyber Immune solutions to fight sophisticated and evolving digital threats. We help over 200,000 corporate clients protect what matters most to them. Learn more at www.kaspersky.com.

2010 Channel Chiefs: 10 Rules For A Channel Playbook

2010 Channel Chiefs: 10 Rules For A Channel Playbook

About Kaspersky

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