How to strengthen the relationship between vendors and systems integrators

The relationship between a technology vendor and a systems integrator (SI) is like a two-way street. Sometimes the vendor is the one that finds the new customer, but the vendor may need help integrating different forms of technology together. Other times it’s the SI that secures a customer engagement, but then it’s the SI that needs to work with the technology vendor to find the ideal solution to fit the customer’s needs. In order to not only be successful but maintain that success over time, SIs need to understand what drives their technology partners.

I recently wrote a story for Computer Reseller News titled “Three Tips for Healthier Vendor-System Integrator Relationships” that discussed this topic in detail. You can read the fully story but here is a snapshot of the three recommendations I shared.
Make sure that the SI has expertise in specific areas and has a proven track record that includes satisfied customers.

  1. Make sure that the SI has expertise in specific areas and has a proven track record that includes satisfied customers.
  2. Make sure that the SI has a team that is ready to jump in early in the sales process.
  3. Make sure that you prioritize follow-through, open communication and honesty every step of the way.
From my experience I’ve found that it’s very important for SIs to show a history of being easy to work with, has a proven track record of success, is willing to work closely with the vendor in the sales and engagement review process, and is trustworthy.