For more than 30 years, the telecom indirect sales channel has evolved substantially, as have the relationships between agents and suppliers. In his ChannelVision Magazine byline, APX Net’s President of Sales, Jeff Wood, explores how true success in today’s network services landscape depends on moving beyond transactional partnerships to form strategic, two-way partnerships built on respect, communication and shared investment.
Jeff emphasizes that the most effective relationships between technology agents and suppliers are those where both sides:
- Show mutual respect and prioritize trust in each other, so that customers have confidence in both their advisor and connectivity supplier, especially when an issue arises.
- Communicate proactively about opportunities, challenges and solutions, so that the dynamic between each other is truly collaborative and beneficial, not simply one company “begging” the other for deals.
- Avoid a transactional mindset and invest time and resources jointly to help grow accounts long-term rather than focusing on short-term wins.
- Focus on removing roadblocks in partnership with each other and on delivering reliable, high-quality service to joint customers.
Ultimately, success in the channel is a two-way street. When agents and suppliers align goals and collaborate intentionally, everyone, including the customer, wins.
Read Jeff Wood’s full byline, “Winning Together: Technology Agent and Supplier Success Is a Two-Way Street,” on ChannelVision Magazine’s website.
