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Having worked and managed channels for over 20yrs these facts are both surprising and unsurprising. Surprising that Vendors don’t get-it or apply-it to avoid these complaints and concerns and unsurprising that sales people often have a short term view of making the sale and most commission and not a long term relationship view. I learnt long ago in the IT sector that its a long play. You find yourselves bumping into people you dealt with before again and again over the years and people remember a bad experience a long time. Always leave the door open with channel partners, as inevitably if you work in Vendor land you will work for more than one vendor and need to deal with the same resellers multiple times across your career.
Thank you. This is great research. Will be sharing it.
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