One of the key components in a successful business is knowing what vendors must do for MSPs. Unfortunately, vendors commit some crucial mistakes that affect their relationships with their partners. Losing track of the real and timely needs of their MSP partners results in dire consequences. Sometimes, these consequences are irreversible.
A recent poll conducted on MSP partners showed the most significant things that vendors must do to boost their partnership. It would be a great venue to get feedback from everyone on the results.
What Vendors Must Do for MSPs
Lower and Less Complicated Barrier
Becoming a partner should be an easy and simple task for MSPs. Imagine a vendor giving you a hard time by filling out a 10-page application? Of these 10 pages, 5 of them were credit applications. In this case, one of the best things that you can do for your MSPs is to simplify the process of becoming a partner.
A quick and simple process can earn vendors the MSP partners or applicants. For example, you can provide a fast and easy application and avoid quotas or minimum selling requirements. These restrictions or conditions are often the reasons that most MSPs are turned off in a vendor.
Go-to-Market Strategy, Education, and Incentive Programs
Vendors should provide significant and helpful tools for their MSP partners especially in marketing and selling to their clients. The effective marketing tools or methods that vendors can give to their partners are MDF, CO-OP, and SPIFF rewards. Other than the market development funds, provide a go-to-market strategy as well.
MSPs need some tools and assistance from vendors to reach out to their clients and effectively market their products. They should prioritize their MSP partners by making them fully equipped for the job. MSPs must have proper education of what they are marketing. They must also have incentive programs to reward good performances and motivate their partners.
Top-Down Market Scenario
MSP partners should get important updates especially the status of the markets that the vendor is driving. On the other hand, vendors must give a presentation of the current market status to their MSPs. Your MSP partner has the right to know the vulnerabilities or threats to their clients.
Vendors can provide a top-down view of their niche by using certain tools such as landscape depiction and statistics. MSPs deserve to know the situation as well as the solutions necessary to address the issues in the market. These are important things that MSPs expect from vendors in their daily operations.
Developing a strong and professional relationship between the vendor and the MSP partner is crucial in this niche. However, there are rules of thumb that both parties should know and observe. The partnership should be something that provides mutual benefits to everyone involved.
What vendors must do for MSPs will determine whether their partnership will be successful or not. It is challenging to cope with the growing and changing needs of MSP partners in the market today. However, understanding and catering to these needs result in better and profitable relationships that spell success.
