Partners make most of their profitability in services and customers need partners to pull together multiple products and implement a solution (via services) to address their business needs. However, many vendors' services organizations are expected to produce significant profit and  vendors often feel they're best suited to ensure successful implementation. These two methods of delivering services set up conflict between the vendor and the solution providers.

Listen as our CEO Diane Krakora and special guest Anu Bulusu, CEO at INRY, discuss why it's important to create a vibrant partner ecosystem that extends your reach and your customer success. These steps will help curb possible conflict with partners around service offerings.

Topics discussed:

  • The business model of a regional solution provider
  • What the partner does with the customer
  • How they make money
  • How investments in training and certification empower a partner for success
  • How the partner measures their own success with customers and vendors
Diane-Krakora Host Diane Krakora, CEO at PartnerPath
Anu-Bulusu-120 Guest Anu Bulusu, CEO in INRY

Understanding Conflict

Rafael Contreras

Powerful Partner Feedback

“The information PartnerPath provided was valuable and helpful throughout the entire process. The feedback collected from our partners and shared prior was extremely helpful and strategic and the wrap-up/post data is critical to us as we drive initiatives forward. It will be (and has already been) used over and over in conversations with leadership and partners!”
Rafael Contreras | Area Vice President, Global Operations, Strategy and Chief of Staff at ServiceNow