When considering partnering with a vendor, you should have a set of questions you use to determine a good fit. The recent disruption in the market due to advances in cloud technology means that the traditional way of evaluating providers may no longer be valid.
In fact, there’s reason to think that far more caution is necessary. The flood of new features in cloud solutions along with a race to offer cloud technology and capture a piece of the market means that there are a lot of vendors out there that may say the right things, but have none of the expertise to back up their claims. In fact, some providers simply added the phrase “digital transformation” a few times to their web text to give the appearance that they’ve kept pace with the market.
As a result, there’s more reason than ever to be vigilant in your examination of any vendor. You might be thinking about factors like cost, security, and schedules, but it’s important to take a step back and determine where the vendor stands on three important areas:
1. What are the needs of your customer?
Do your customers need security solutions? Are they clamoring for cloud-based tools? These are just two of several questions to ask before going with any particular provider. Don’t partner with a vendor simply because of its name; examine whether or not your customers need its technology.
2. What resources does it have?
Does that vendor have a partner program that works for you? Does it offer training or any sales support?
Understanding a vendor’s product map and plan for the future will give you a glimpse of what to expect down the line from the company. (Barring any M&As.)
3. What is the partner program like?
If the provider does have a program — ideally along with other support and educational tools — you should ask what the benefits are.
If you can become certified in any of the vendor’s technical certifications, do you get any perks? Think about how you benefit the vendor by training yourself in both technology and sales. This question will give you a new perspective on how to evaluate the vendor.
At eXemplify, we know that business success hinges more and more on strong partnerships. Contact us today and we can help you figure out which vendors will benefit you and your customers’ businesses. With our eye on the industry’s emerging technologies and the providers who make them, we can equip you with the expertise to make the best decisions for your business.