{"id":33348,"date":"2021-10-19T10:59:09","date_gmt":"2021-10-19T10:59:09","guid":{"rendered":"https:\/\/www.infosim.net\/stablenet\/?p=33348"},"modified":"2025-04-08T09:03:23","modified_gmt":"2025-04-08T09:03:23","slug":"more-profitable-partnerships","status":"publish","type":"post","link":"https:\/\/www.infosim.net\/stablenet\/blog\/more-profitable-partnerships\/","title":{"rendered":"Stronger and more profitable partnerships in a tech-based industry"},"content":{"rendered":"

[et_pb_section fb_built=”1″ _builder_version=”4.16″ background_color=”#002846″ background_color_gradient_direction=”60deg” global_module=”41229″ global_colors_info=”{}”][et_pb_row _builder_version=”4.21.0″ _module_preset=”default” global_colors_info=”{}”][et_pb_column type=”4_4″ _builder_version=”4.21.0″ _module_preset=”default” global_colors_info=”{}”][et_pb_blurb image=”https:\/\/www.infosim.net\/stablenet\/wp-content\/uploads\/5\/2021\/03\/Blog-1.png” icon_placement=”left” image_icon_width=”67%” _builder_version=”4.21.0″ _module_preset=”default” body_text_color=”#FFFFFF” body_font_size=”18px” custom_css_blurb_image=”width:100px” custom_css_blurb_content=”max-width: none!important;” global_colors_info=”{}”]StableNet\u00ae<\/sup>\u00a0Blog
\n<\/strong>Regular posts on all things StableNet\u00ae<\/sup> related from a sales, techie, or marketing perspective[\/et_pb_blurb][\/et_pb_column][\/et_pb_row][\/et_pb_section][et_pb_section fb_built=”1″ _builder_version=”4.16″ background_color=”#D6D6D6″ custom_padding=”||2px|||” global_colors_info=”{}”][et_pb_row column_structure=”1_2,1_4,1_4″ _builder_version=”4.16″ _module_preset=”default” background_color=”#FFFFFF” custom_margin=”||0px||false|false” custom_padding=”|25px|2px|25px|false|false” border_width_all=”4px” border_color_all=”#002846″ border_width_top=”4px” border_width_right=”4px” border_width_bottom=”0px” border_width_left=”4px” global_colors_info=”{}”][et_pb_column type=”1_2″ _builder_version=”4.16″ _module_preset=”default” global_colors_info=”{}”][et_pb_blurb image=”https:\/\/www.infosim.net\/stablenet\/wp-content\/uploads\/5\/2021\/03\/stablenet-signet-kreis_Blog-Research-Kopie-2.png” icon_placement=”left” _builder_version=”4.16″ _module_preset=”default” body_text_color=”#002846″ background_color=”RGBA(0,0,0,0)” global_colors_info=”{}”]<\/p>\n

Partner Management
<\/b><\/p>\n

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Stronger and more profitable partnerships in a tech-based industry<\/h1>\n

Important vendor-related relationship factors and how we will achieve significant improvements for cooperations with our partners<\/h2>\n

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October 19th<\/sup> 2021, W\u00fcrzburg<\/em><\/strong><\/p>\n

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In the past, customers and competitors used to be the primary focus of IT vendor\u00b4s optimisation efforts.
<\/span>However, due to the pressure to reduce costs, growing customer expectations and a steadily increasing complexity in the industry the vendors now need to find, win, keep and grow happy customers more effectively and efficiently in order to survive in the highly competitive market. <\/span>As a result, channel partner management is becoming more and more relevant and is by now even seen as a decisive success factor in the Industry.<\/span><\/p>\n

Yet, despite the growing awareness of the importance of cooperations, success rates of partnerships between companies are overall still rather low and attempts to increase the performance of the cooperations oftentimes prove to be quite challenging. <\/span><\/p>\n

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Requirements for successful cooperations:<\/span><\/em><\/strong><\/span><\/em><\/strong><\/p>\n

On the one hand, a high-performance cooperation requires – from a vendor\u00b4s point of view – suitable partners that are able to provide the services desired by the manufacturer. On the other hand, however, the manufacturer also needs to optimize his support and other vendor-related factors to make partners willing and capable of performing necessary actions in a way that maximizes the joint profit.
<\/span><\/p>\n

While some vendors might tend to take the easy way out and name the former as the dominant problem of their indirect sales channel, it might be well worthwhile for them to first focus on developing their own potential.
<\/span><\/p>\n

Supporting that argument, the data of the revision of Cisco\u00b4s partner management<\/a>, already proved at the turn of the millennium how massively the performance of cooperations can be improved by a targeted redesign of vendor-related factors, even for an already successful company.<\/span><\/p>\n

Identifying vendor-related factors influencing the performance of distribution cooperations:<\/span><\/em><\/strong><\/p>\n

To identify improvable vendor-related factors that determine the outcome of cooperations with our distribution partners we combined existing knowledge from current literature with the results of an exploratory study in which we consulted experienced internal and external experts. <\/span><\/p>\n

By analysing the results of the study four vendor-related factors could be derived as particularly influential to the performance of distribution partners in the IT-market:<\/span><\/p>\n