Channeliser IT Industry Survey

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Page 3 - Focus on VARs & Service Companies

5. Looking forward, what are the biggest business challenges you see affecting your business? (1 = Little effect, 6 = Great)
*
1 2 3 4 5 6

Keeping up with the rate of change with

technology

New competitive technologies

Changing customer requirements

Increase partner-to-partner
collaboration

Increased direct sales from vendors

Aging workforce/retirement

Regulatory/legal environment

Brexit

If other please state

6. With how many vendors do you currently work to resell their products or solutions? *

Up to 5

Between 5 - 10

Between 10-20

Between 20-50

More than 50

Don’t Know

7. When working with vendors, how many partner portals do you connect with? *

2-5

5-10

Above 10
8. When using vendor portals, how would rate the capabilities? (1 = poor, 6 = Great) *
Partner onboarding
1 2 3 4 5 6

Partner administration
1 2 3 4 5 6

Information Provision
1 2 3 4 5 6

Rich media support

1 2 3 4 5 6

(Images, videos, etc.)

1 2 3 4 5 6

Sales/ marketing support

1 2 3 4 5 6

Partner collaboration
1 2 3 4 5 6

Partner self-service
1 2 3 4 5 6

9. What features, currently missing, would you like to see in vendor portals? (Please list)

10. How frequently do you visit the partner portals of your vendors? *

Daily

Weekly

Monthly

Rarely

Never
11. Why do you use the partner portals of your vendors? (1 = Unimportant, 6 = Very important) *
Build business relationship
1 2 3 4 5 6

Account management
1 2 3 4 5 6

New business opportunities

1 2 3 4 5 6

Information Provision
1 2 3 4 5 6

Collaboration with vendor

1 2 3 4 5 6

Collaboration with other resellers

1 2 3 4 5 6

Sales/ marketing support

1 2 3 4 5 6

Deal registration and tracking

1 2 3 4 5 6

Required in contract
1 2 3 4 5 6

12. In customer engagements, do you increasingly find they require solutions for which you need to reach out and find new
products and services? *

Every time

Most times

Occasionally

Rarely

Never

13. How often do you work with other VARS or service companies to deliver a specific technology to a client or prospect? *
 Often

Sometimes

Rarely

Never

Don’t Know

14. How do you currently search for and locate partners (solution, technology or resourcing partners), to support your sales
efforts? (Please tick all that apply) *

My own business network

Desk research

Peer Recommendations

I use Channeliser

Attending exhibitions/events

Directories/Media outlets

Online platforms/resources

Don’t Know

15. In your past collaboration with other VARS or Service companies, how positive have you felt about these
engagements? *
1 2 3 4 5 6

Very positive Very negative

16. In your view, what are the most important elements of a successful P2P (Partner to Partner) collaboration? Please rate
1 – 6 where 6 is most important. *
1 2 3 4 5 6
Cultural fit

Trust

Complementary technology solutions

Shared Documents e.g. joint

statements of purpose & NDAs

Governance Advisor

Sufficient Client Budgets

Clarity of P2P Contract

Other

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