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AV Pros and Their Vendors

According to a recent study by the Chief Marketing Officer Council, resellers, including AV dealers, were less than thrilled with the support they got from their vendor partners. PRO AV helped the CMO Council with the study, which included data from more than 100 AV pros.

ACCORDING TO A RECENT STUDY BY THE Chief Marketing Officer Council, resellers, including AV dealers, were less than thrilled with the support they got from their vendor partners. PRO AV helped the CMO Council with the study, which included data from more than 100 AV pros. In all, the Channel Performance Outlook 2008 was based on a survey of 500 resellers/dealers in AV, IT, telecommunications, electronics, security, and office products.

In general, AV professionals seemed more pleased with their vendors than other dealers. For instance, 63 percent of the overall respondents told the CMO Council they'd characterize their vendor relationships as “good” or “exceptional.” But among the subset of AV dealers, that number was 72 percent.

Maybe that's because AV pros and their vendors do more collaborative selling and they know each other better. In the general survey, 53 percent of respondents said they collaborated with their vendors to sell “sometimes” or “frequently.” For AV pros, that figure was a whopping 68 percent. Here are selected insights from the study:

HOW DO YOU CHARACTERIZE YOUR RELATIONSHIP WITH KEY VENDOR PARTNERS?

HOW DO YOU CHARACTERIZE YOUR RELATIONSHIP WITH KEY VENDOR PARTNERS?

WHAT IS YOUR MOST VALUABLE SOURCE OF BUSINESS LEADS?

WHAT IS YOUR MOST VALUABLE SOURCE OF BUSINESS LEADS?

HOW MUCH CONFLICT OR COMPETITION DO YOU EXPERIENCE WITH VENDOR SALES ORGANIZATIONS?

HOW MUCH CONFLICT OR COMPETITION DO YOU EXPERIENCE WITH VENDOR SALES ORGANIZATIONS?

WHAT ARE YOU DOING TO OVERCOME VENDOR-PARTNER CONFLICTS?

WHAT ARE YOU DOING TO OVERCOME VENDOR-PARTNER CONFLICTS?



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