Vendor
Loyalty is Key
to Channel
Success
For most vendors, developing an effective partner channel is a critical success factor says
Tony Abrahall, GM of First Distribution.
“As a distributor representing the premium global IT
vendors, our role is to help them build their businesses
through effective channel partnerships,” says Tony Abrahall,
General Manager at First Distribution. “There has been a
shift by the vendor and the channel in terms of customer
relationships. Historically, the vendors have focused on and
controlled the direct relationships with the large enterprise
customers. However, as the vendors look to take advantage
of the high growth mid-market, they are turning more to the
business partners who control these relationships. Some
of the vendors have become very transactional, driven
by quarterly targets, and the business partners are now
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