Top solution providers are always looking for the latest technologies and opportunities to most efficiently solve customer issues.  The 2007 VARBusiness Alternatives Survey showed that solution providers are on the lookout for secondary, alternative vendors.

Solution providers will typically explore alternative relationships when they need extra support, when they find opportunities or when a customer or trend within the market shows them the value of a specific alternative vendor.  Some solution providers are starting to look weekly and monthly at alternative new partnerships with vendors that will help their businesses grow.

Choosing a Vendor

Selecting an alternative vendor is not easy for many solution providers.  The best practices listed below are based on solution providers interviews and can help solution providers find, evaluate and choose the best alternative vendors.  

1.    There is no one way that is best for selecting an alternative vendor.  Many solution providers view the process opportunistically and let people on their staff talk to vendors about emerging products and technologies.  Others choose to have committees designed to evaluate alternatives formally.  

2.    Alternative vendors actively pursue new partners, so many solution providers receive calls from vendors and take meetings several times a week.  Alternatives are becoming incredibly competitive and technology changes regularly, so solution providers need to have a clear policy for evaluation.

3.    Different shops have different needs, so solution providers need to put the appropriate people in charge of new partnerships.  In small shops, the owner or CEO should make the decision about alternative vendors, whereas in midsize or large companies, line-of-business managers or sales executives and technical teams might be qualified to choose.  

4.    Formal vendor evaluation committees are an excellent way to stay competitive with other solution providers.  The committee can be comprised of representatives from the executive staff, IT/engineering staff and sales and marketing staff.  Regardless of who is on the committee, committee members need to review the company’s specific technology needs before selecting appropriate partnerships.  

The Bottom Line about Alternative Partnerships and Solution Providers

No solution provider should ever rush into a relationship with an alternative vendor without first exploring the many options.  

Added By:  Computer Consulting Kit