A vendor should also have an established support system that allows its channel partners to connect with technical experts on any problem or query that may arise which cannot be sorted in their personal level.
The main purpose in forming a partnership is to achieve greater success as a team. It is thus important to find a partner that respects your ideas and strives for the same end-goal. Choosing the right partner is not the end but just the beginning, and constant effort and care needs to be taken to reach win-win equilibrium.
Richard Lee is Vice President, Global Commercial Channels, Dell APJ
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