Leverage Your Partner Resources: Let Pride Goeth Before a Fall!

Let’s talk about the word “partner.”

In the IT industry, its certainly a word that gets plenty of use, perhaps too much. Some people almost toss it away to categorize any relationship between any two companies. For them, partnering has somewhat lost its full value.

We Take Partnering Seriously

SonicWall proudly depends upon our channel partners to be the sole sales and service delivery arm of our company. We develop and deliver superior security solutions and depend upon our partners to sell them to customers and provide all the deployment, service, and support required to keep customers completely satisfied.

Interdependence

While the “division of labor” described above is clear, many of the best developmental innovations and ideas we have produced have come from our partner channel. Many partners proactively communicate with us about their observations in the field and share with us what would be most useful and valuable for them to be able to offer to their customers. We routinely keep them fully involved in the development lifecycle from initial idea to product introduction and on to product End of Life. Their input and participation is tremendously valuable to SonicWall and all other partners.

The Two-Way Street

This interdependence goes both ways.

While SonicWall University provides extensive learning experiences to help partners develop their ability to sell and support the products, sometimes a customer opportunity demands more than most.

• It might be a very large corporation seeking a sweeping improvement to their data and network security and considering SonicWall to provide the required products.
• It might be a customer with a highly unique set of requirements, some of which may require a custom approach to the engineering involved.
• It might be a new customer who would feel more comfortable if they could see the strong relationship between the partner and SonicWall.
• It might be a customer whose technology team needs to discuss architecture and design issues with the engineers and developers of the SonicWall products.
• It might simply be a prospective customer identified by a new salesperson who has not yet had the chance to benefit from SonicWall University and needs a “buddy-call” to move the sale forward.

Whatever the situation, SonicWall is always enthusiastic about partnering with partners to work together to proactively sell the best solutions to customers. Your SonicWall Channel Representative is your key to identifying and coordinating with just the right resources for you to partner with most productively.

Don’t hesitate to reach out to them to discuss best strategies and resources to apply to your sales.

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