Eye on Partnership: How Solution Providers Choose Tech Vendors

“Build a better mousetrap and the world will beat a path to your door” is a phrase often attributed to American intellectual Ralph Waldo Emerson. There’s scant proof he ever wrote those exact words, but they sure do pervade conventional wisdom.

In the technology industry, though, it takes more than a “better mousetrap” to get partners to beat that path. When selecting which vendors to align with, channel partners focus on three key areas, and in this order: