Putting the partner back in channel partner

07/22/2009 | eChannelLine USA Daily News

Partner programs that focus solely on the vendor-reseller relationship can spell trouble for VARs, according to Surinder Brar, Cisco's senior director of WW channel strategy and programs. Instead of focusing on the volume of business partners bring in, such programs should instead focus on the value resellers bring to end users, he says.

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