Podcast: Leveraging Partner Referrals

POD2112: TBI’s Bill Vander Vennet on Leveraging Partner Referrals

As the technology industry evolves with new and innovative products and services, partners face the challenge of acquiring new skills or losing business. The shortcut to satisfying customers, even when the products and skills are lacking, is referrals. Through referrals, partners can direct customers to trusted, qualified vendors and solution providers that can meet their technology needs. Referral programs offered by vendors, distributors, and master agents provide the supply-side of the business with the ability to capture through-channel revenue regardless of the partner’s qualifications. And referrals are often a catalyst for helping partners identify market opportunities that lead to skill and capacity acquisition. Bill Vander Vennet, national referral program director at TBI, joins POD2112 to talk about the value and power of referral programs for everyone in the go-to-market chain.

Bill Vander Vennet
National Referral Program Director, TBI

Larry Walsh
CEO & Chief Analyst, The 2112 Group

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