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Acer America
Acer America Corp. is a computer manufacturer of business and consumer PCs, notebooks, ultrabooks, projectors, servers, and storage products.


333 West San Carlos Street
San Jose, California 95110
United States


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Ask The Experts

July 5, 2024 |

How Do I Pick the Right Mix of IT Vendors and Get the Most from Those Relationships?

Navigating the world of IT vendors can be overwhelming. Matt Solomon offers six practical steps to help MSPs evaluate and choose the right ones.

Choosing the right mix of IT vendors and getting the most out of those relationships can be overwhelming. This is especially since it seems that every day, a slew of new vendors enters the channel.

Here are some practical steps to make it easier when you are evaluating which vendors to add to your stack:

No. 1: Define Your Needs

Clearly outline your specific business requirements and objectives. Identify the services or solutions you need from a vendor to meet these goals. This will help you narrow down your options and focus on vendors that align with your needs.

No. 2: Ask the Right Questions

Once you have a list of potential vendors, come up with a set of questions based on your defined needs. Ask about their integration capabilities, like, “Do you integrate with X PSA?” Also ask about support options and any additional resources they offer, like market development funds (MDF).

No. 3: Research and Compare

Use review sites to gather unbiased feedback. Speak with your peers and attend industry events to have conversations with IT vendors. This will give you a comprehensive understanding of their strengths and weaknesses.

No. 4: Build Strong Relationships

Matt Solomon of Channel Program

Matt Solomon

Spend time building relationships with your chosen vendors. Attend conferences, engage in their product update webinars, ask questions, share success stories, and suggest improvements.

Personal connections can lead to quicker support and better overall service.

No. 5: Consider Long-term Value

Focus on vendors that not only meet your immediate needs but also align with your long-term business goals. This strategic alignment can enhance your service offerings and customer satisfaction over time.

No. 6: Maintain Regular Communication

Connect with your vendors regularly. Provide feedback, stay updated on their latest developments, and ensure they understand your evolving needs. Strong communication can help you get the most value from your partnerships.

These six steps can help you effectively navigate the multitude of IT vendor options and establish productive, long-lasting relationships that support your business growth.

Matt Solomon is co-founder of Channel Program LLC, a platform designed to disrupt the IT channel through community, collaboration, and equal access. He has worked in sales and business development for 20 years, and has spoken at more than 150 industry events in eight countries. Read more cool facts about Solomon at channelWise.

Read more Ask the Experts columns here.

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