As an independent consultant, you want to provide your clients with the best possible solutions and service to meet their business needs. But that means working with a slew of suppliers. That’s a lot of points of contact to juggle. And different terms to manage. Not to mention all the different commission programs. And now you have way less time to focus on your own business and clients.
No wonder you’ve got supplier fatigue.
It’s a common condition, but the good news is that it’s treatable. Here are four things to look for to “partner smart” so you can eliminate supplier fatigue—and reenergize your focus on servicing your clients and growing your business.
This one might seem obvious, but it’s worth explicitly stating. The more solutions that are available to you from a single provider, the more options you have to offer your clients without expanding the number of partners you have to work with. And breadth can cover multiple dimensions: variety of technologies offered, range of providers included, geographic regions supported, etc.
Full Life Cycle Support
Having the right mix of solutions to offer your clients is one thing. Getting the resources you need to market, sell, deploy, and support those solutions is quite another thing altogether. Chances are, there are at least a couple of areas where you’re under-skilled or -resourced. Can your partner offer sales training? What about marketing support, such as co-branded collateral, email campaigns, events, etc. to help drive demand? Will they make technology and product subject matter experts available to help you make the sale? Will they keep you up to date on industry best practices and emerging trends? Do they offer project management support to get your clients up and running according to plan? Can they provide ongoing support and escalation so you don’t have to get involved in the day-to-day weeds if you don’t want to?
The problem with dealing with multiple suppliers isn’t just the multiple suppliers—you’ve got to aggregate them into a solution for your clients to monitor and manage it all holistically. And then there’s the nightmare of billing. When you can bring multiple vendors together into a single solution that’s managed and billed as one platform, that will deliver some serious relief.
You work incredibly hard, and it’s frustrating when you’re limited by complex and restrictive supplier terms. Like when you can’t pursue an opportunity because the company is deemed a protected account. Or when you’re stuck with lower margins and even commissions that go away over time. Better margins, more control, evergreen commission plans, and full account access are all possible—with the right partner.
Eliminate Supplier Fatigue—Partner with BCM One
At BCM One, we take our Channel Partner program very seriously. Your success our top priority and we offer the programs and resources to help you eliminate supplier fatigue and build your business. Contact us to find out about becoming a BCM One partner.
Connect With Us at Channel Partners Conference & Expo
Planning to be at Channel Partners Conference & Expo in Vegas in March? Be sure to stop by our Technology Lounge (located in Titian 2203) to enjoy a drink and appetizers, discover why agents and VARS are loyal to BCM One, and to chat about your supplier challenges. Contact us if you’d like to schedule a meeting.