The 2112 Group revisits questions of perceived value in its Channel Perceptions Report by asking solution providers what they think of vendors when it comes to core channel operations, issues and performance. A free executive summary of this report is also available.
Solution providers are vendors’ biggest critics, and their most ardent advocates, as they are the ones who have deep insider knowledge of management and operations, working relationships that directly impact productivity and profitability, and hands-on technical experience with products and services. Few end customers have the intimate and impactful knowledge of vendors that the average solution provider does.
The 2112 Group’s annual Channel Perceptions Report assesses vendor’s channel operational effectiveness from the solution provider perspective. In the study, solution providers are asked to assess vendors in 27 areas in seven major categories – sales, training and certifications, marketing, technical support, channel conflict management, channel management, and partner loyalty. The intent is to provide vendors with an in-depth look at how their channel efforts are perceived by partners.
In this report, 2112 quantifies the value and performance of crucial channel functions, including: