Every good partnership is built on value and trust. Without confidence that vendors and partners will act in good faith, revenue and profits matter little.
Too often, though, vendors and partners don’t agree on what attributes and actions contribute to developing trust. While vendors think partners are looking for monetary incentives — higher margins, and better compensation, for example — partners want something else. Their trust-builders include operational efficiency, clear rules of engagement, ease of doing business, follow-through on commitments, and communication.
In the latest episode of “In the Margins,” Amy Henderson checks in from the Channelscaler Partner Trust Summit in Mountain View, California, to talk about trust and how important it is in partner-vendor relationships.