The slides from an interactive session I delivered to the CompTIA UK Channel Community in Cardiff on Wednesday July 17th, 2013. "This session delivers guidance and advice on how to minimise conflict and build successful Channel relationships. Why? So you can make more money! Former MSP owner Richard Tubb will tell how he grew his business through building strong Vendor relationships and share real-world practical tips that can be taken away and used to help you forge stronger Channel relationships yourself."

1. Channel
Cooperation - a
distant dream?
Richard Tubb
Providing Expert Advice to Help IT
Companies Grow
www.tubblog.co.uk

2. Agenda
● Some key points from CompTIA Channel
conflict research
● Round-Table - What do Vendors look for in
Solution Providers?
● Practical techniques for building Vendor
relationships
● Workshop format - speak up at any time!

3. CompTIA Research Study

4. Take 10 minutes to discuss...
Solution Providers, what are the top 3
things you think a Vendor wants from a
Partner?

5. I'm too small to be noticed!
Photo Credit: JS
Moorman

6. Treat your Vendor as a Partner
Photo Credit: Nicola Corboy

7. Ask your account manager the most
important question...
Photo
Credit: Tim
O'Brien

8. Make Revenue Commitments

9. What's in it for me?
Photo Credit: Tristan Martin

10. Conclusion
"Build trust with your
Vendors, treat them as
a business partner"

11. Thoughts? Discussion time...

12. Was this valuable to you?
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