CompTIA Rolls Out New Tech Vendor Assessment ToolCompTIA Rolls Out New Tech Vendor Assessment Tool
Vendors may be overestimating their own channel readiness.
February 22, 2021
CompTIA‘s new tech vendor assessment tool will help companies better understand where they are in the channel-building process.
The Channel Readiness Assessment tool was developed by CompTIA’s Channel Development Advisory Council (CDAC). Vendors can measure how prepared they are to engage in a channel model, and where they can make improvements.
Based on responses, the tech vendor assessment tool generates scores in several categories and provides advice on how to improve perceived weaknesses.
Juan Fernandez, ImageNet Consulting‘s vice president of managed IT services, is CDAC vice chair. He said the council developed the tool based on feedback from the channel and vendor community.
ImageNet’s Juan Fernandez
“CompTIA has done a wonderful job of creating a council that is specifically designed to help the channel,” he said. “And this channel-readiness assessment is a result of countless hours of volunteer work from wonderful contributors.”
Vendors may be overestimating their own channel readiness if they consider or call themselves a “channel first” or “partner first” company, but still operate with a direct-model mindset that creates conflict with channel partners in go-to-market efforts, according to CDAC members.
Specific mistakes may include the following:
Having a primary focus on a direct sales force and a secondary focus with partners.
Lack of internal channel education/awareness.
Underestimating the time and initial investment to be successful with partners.
Viewing the channel as only a sales engine.
Success requires full business planning and execution, according to the CDAC.
“The assessment is aimed to provide vendors a red, yellow, green framework to help them understand if they are ready for the channel,” Fernandez said. “The assessment gives feedback on things they can work on, possibly improve upon and also to help them reassess their current channel offering.”
Quicker Route to Market
“For many that are just thinking of a channel approach or strategy, this will provide guidance on things they need to include and consider,” Fernandez said.
The assessment provides a quicker route to market, he said. And it helps them build an effective strategy versus trial and error.
“The advice and recommendations are invaluable to anyone doing business in the channel,” Fernandez said.
The tool can be especially helpful to vendors during the COVID-19 pandemic, he said.
“Strategies have changed,” Fernandez said. “Methodologies and partner needs have evolved. This tool allows the vendors that are looking for deeper engagement with their partners to realign their strategies and partner more meaningfully. It’s a great opportunity for everyone to help the channel move forward.”
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