In this episode, we are going to focus our time on vendors that are new to the channel, pointing out some of the misperceptions they have about developing a channel program that will likely cost them time, money, and results.

What used to be the traditional telecom channel has grown by leaps and bounds over the years transforming the type of services that are being offered attracting vendors that focus on cloud services, security, the internet of things, mobility and a host of other offerings that were not around 5 years ago.

If you are one of those new vendors, it’s easy to get sucked into the idea that engaging the tens of thousands of sales partners in the channel will give you an immediate pathway to revenue. It almost never happens as quickly as you think it should, it’s much more difficult to get traction than you planned for, it costs more than you budgeted for and it's much harder for the new guy on the block to succeed.

Well then how does a new vendor break in without breaking the bank and leverage those thousands of revenue producers calling on customers that could buy your services? Let’s take a look at some of the common misperceptions and mistakes that vendors make that will derail their chances of having a solid channel program.