In partner programs, technology vendors establish standards and performance expectations tied to the level of compensation that partners receive for driving sales. This is governance, and it's prudent, but vendors often go too far, creating overly stringent requirements that put their programs in a defensive posture, dampening partner enthusiasm and productivity.
Ultimately, vendors need to strive for simplicity, as ease of doing business is a key component of partner satisfaction with vendors and their programs.
Larry Walsh, CEO of Channelnomics, shares his perspective on the topic during a recent trip to Malmö, Sweden, in this installment of Channelnomics "In the Margins."