{"id":6324,"date":"2014-05-14T21:38:48","date_gmt":"2014-05-14T20:38:48","guid":{"rendered":"https:\/\/www.n-able.com\/?p=6324"},"modified":"2021-04-09T21:40:57","modified_gmt":"2021-04-09T20:40:57","slug":"how-effectively-build-your-msp-partnerships-vendors","status":"publish","type":"post","link":"https:\/\/www.n-able.com\/pt-br\/blog\/how-effectively-build-your-msp-partnerships-vendors","title":{"rendered":"How To Effectively Build your MSP Partnerships with Vendors"},"content":{"rendered":"<p><img decoding=\"async\" src=\"https:\/\/www.n-able.com\/wp-content\/uploads\/blog\/mspbusiness\/vendor-management.jpg\" alt=\"men shaking hands\" \/>How is your relationship with your IT Vendors?<\/p>\n<p>Nearly every IT companies partner with a wide variety of Vendors for everything from Hardware, to Anti-Virus, to RMM and PSA tools.<\/p>\n<p>For the majority of IT companies, this partnership is viewed in very simple terms. The Vendor offers a product, and the IT company sells the product to their clients.<\/p>\n<p>Most Vendors also offer pre-sales support through partner consulting, Not-for-resale (NFR) licensing, marketing collateral, occasionally marketing development funds (MDF), and post-sales support through Technical Support, training and account management.<\/p>\n<h2>A One Sided Relationship?<\/h2>\n<p>But the challenge with this \u201crelationship\u201d is, it can feel rather one sided. If the Vendor doesn\u2019t provide NFR\u2019s &#8211; they\u2019re accused of being greedy. If they don\u2019t provide MDF &#8211; they\u2019re accused of being short-sighted. If they don\u2019t provide training, they\u2019re not enabling the IT company to support their clients effectively post-sale. And so on.<\/p>\n<p>What\u2019s more, when the Vendor does provide all these things &#8211; they are often surprised to find their partner IT companies don\u2019t use those facilities! Training webinars are poorly attended. NFR\u2019s are downloaded but not installed. Technical Support isn\u2019t used.<\/p>\n<p>From the Vendors perspective, if they provide all of these things and the IT company doesn\u2019t use them &#8211; why bother?<\/p>\n<p>Speak to the IT companies and they will often tell you they don\u2019t use these facilities because, well, they don\u2019t have time &#8211; and anyway, it\u2019s pointless trying to build a deeper relationship with the Vendor because they don\u2019t sell a lot of that Vendors products and\/or services and so probably aren\u2019t that \u201cimportant\u201d to the Vendor.<\/p>\n<p>And so it is. The relationship between Vendors and IT companies. An almost begrudging mix from both sides.<\/p>\n<p>But it doesn\u2019t have to be that way.<\/p>\n<p>Regardless of your size as an IT company, regardless of how many sales of a Vendors product or service you make, you can forge a much more mutually beneficial relationship with your Vendors.<\/p>\n<h2>More than a Vendor, a Partner<\/h2>\n<p>How? By looking upon the relationship with your Vendor\u00a0<strong>as a partnership<\/strong>. Take time to look for opportunities to help the Vendor rather than asking what the Vendor can do for you.<\/p>\n<p>For instance, have you ever asked your Vendor account manager what targets they are measured on? Sure, for many it\u2019s sales or revenue &#8211; but dig deeper and you\u2019ll find that number of partners enrolled in their partner program, number of your engineers who are certified in the vendor qualification, number of attendees at training webinars, and so on. By making a commitment to the Vendor over the number of your engineers you will get trained up, and by recommending the Vendor to your peers, you show the Vendor that you\u2019re willing to help *them* grow their business too.<\/p>\n<p>If the Vendor is all about the sales (and don\u2019t assume this until you\u2019ve actually asked them) then ask the Vendor what sales they\u2019d like to see you making. Agree on a target, then make a commitment to reach that target within a timeframe. You\u2019ll both gain a focus on selling the product, and you\u2019ll be showing the Vendor you\u2019re serious about partnering with them.<\/p>\n<p>But why would you bother doing all this? Put simply, the rewards are worth it in terms of your business growth.<\/p>\n<p>I\u2019ve personally worked with Vendors who were willing to offer large product pricing breaks, based on growth targets &#8211; price breaks that were usually only offered to much bigger partners.<\/p>\n<h2>A Beneficial Relationship for your Business<\/h2>\n<p>By looking to help your Vendor, you appear on their radar. An end-user lead comes in, who are they going to pass that lead to? Well, if you\u2019re on the Vendors favorite partners &#8211; there\u2019s a good chance that it\u2019ll be you.<\/p>\n<p>And there are other opportunities too. For instance &#8211; my own MSP worked hard at building a relationship with Microsoft. As well as growing our business through the great experience we had with Microsoft products, we had a number of great opportunities including\u00a0<a class=\"ext\" href=\"https:\/\/tubb.co\/PCyph6\" target=\"_blank\" rel=\"noopener noreferrer\">filming Windows 7 Video Case Studies with Microsoft<\/a>\u00a0and our clients. We weren\u2019t the biggest MSP at the time, but we were committed to our relationship with Microsoft &#8211; and they knew that when it came to selecting partners to work with on the Windows 7 launch. The resulting benefits we realized from that video were numerous.<\/p>\n<p>So it doesn\u2019t matter what size your IT company is, and it doesn\u2019t matter how big the Vendor is. If you demonstrate a commitment to helping the Vendor to help you, it\u2019s a win-win situation that will have all sorts of positive effects on your business.<br \/>\n<img loading=\"lazy\" decoding=\"async\" src=\"https:\/\/www.n-able.com\/wp-content\/uploads\/blog\/mspbusiness\/richard-small.jpg\" alt=\"Richard Tubb\" width=\"126\" height=\"119\" \/><em>Richard Tubb works with MSP&#8217;s to help them focus on what is important, free up their time and make more money. You don&#8217;t have to do it alone any more!<\/em><\/p>\n<p><em><a class=\"ext\" href=\"https:\/\/plus.google.com\/+RichardTubb?rel=author\" target=\"_blank\" rel=\"noopener noreferrer\">Follow Richard Tubb on Google+<\/a>\u00a0or\u00a0<a href=\"mailto:Twitter@Tubblog\">Twitter @Tubblog<\/a>\u00a0and\u00a0<a class=\"ext\" href=\"http:\/\/www.tubblog.co.uk\/msp-training-articles\/\" target=\"_blank\" rel=\"noopener noreferrer\">receive free MSP training articles directly via email<\/a>.<\/em><\/p>\n","protected":false},"excerpt":{"rendered":"<p>How is your relationship with your IT Vendors? Nearly every IT companies partner with a wide variety of Vendors for everything from Hardware, to Anti-Virus, to RMM and PSA tools&#8230;.<\/p>\n","protected":false},"author":25,"featured_media":0,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"inline_featured_image":false,"footnotes":""},"class_list":["post-6324","post","type-post","status-publish","format-standard","hentry","topic-msp-business"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO Premium plugin v27.2 (Yoast SEO v27.2) - https:\/\/yoast.com\/product\/yoast-seo-premium-wordpress\/ -->\n<title>How To Effectively Build your MSP Partnerships with Vendors - N-able<\/title>\n<meta name=\"description\" content=\"How is your relationship with your IT Vendors? Nearly every IT companies partner with a wide variety of Vendors for everything from Hardware, to Anti-Virus, to RMM and PSA tools. 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