Vendors must put together a well-designed partner program ensuring mutual growth
Raghuram Krishnan
Director – Partner,
Citrix India
“In an evolving technology landscape where digitization is a front runner across organizations, IT vendors stand at a vantage point to work closely with their channel network and cover a wider spectrum of untapped markets with a potential to grow. Having said that, vendors must put together a well-designed partner program ensuring mutual growth and an upward growth trajectory for their partners.
In addition, once the partner program has been set in place, it is also vital to evaluate the success of the program at periodic intervals to guarantee continued progress and value delivery. To take stock of the functioning of the current program, we at Citrix conduct quarterly reviews to assess whether the program continues to benefit both partner and vendor and how it can be taken to the next level to achieve the benchmarks set in place.
In my opinion, the success of a partner program depends on three factors – the clarity of its offerings and the market to be addressed, the most active channel in that segment of the market and thirdly, the value that the channel brings to the table that also complements the vendor. The achievement of these factors is crucial for the satisfaction of the customer.”
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