In the latest Channel Journeys podcast, Lana King talks about why your partners may be dragging their feet on cloud adoption. Lana is the VP of Partner Programs, Training and Enablement at Mitel shares what she learned from overseeing thir partner program.
Here’s what we learned:
- Partners are afraid that they’ll have to hand their customers over once all of the paperwork is signed.
- Partners feel more comfortable when they own the entire customer relationship.
- Partners may already be supporting their customers through the entire customer lifecycle.
- Taking a backseat and supporting your partners makes for a better partner relationship.
Knowing why some of your partners are adopting the cloud helps you tailor your program, shows you’re listening, and makes for a better relationship.
Listen to the podcast here.