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In this podcast, three IT consultants discuss how to find the perfect partner in the context of business and IT partnerships. They emphasize the importance of building long-term, trust-based relationships that are mutually beneficial. Key points include the need for partners to understand the client's industry and speak their language, the value of vendor certifications and tiers, and the importance of honesty and transparency.

The conversation highlights that while certifications and vendor tiers (like Microsoft’s gold and silver levels) can influence customer perception, they are not the sole indicators of a good partnership. Instead, finding a partner who fits the organization’s specific needs and can provide clear value propositions, like total cost of ownership (TCO) and return on investment (ROI), is crucial.

The consultants also stress the importance of soft skills and maintaining amicable relationships, even when challenges arise. They note that with the current IT skills shortage, partners who help educate and build the client’s internal capacity provide significant long-term value.

Referrals and recommendations are seen as powerful tools in finding the right partner. The consultants advise against partners who sell on fear, use excessive jargon, or disparage their competition. They also recommend being wary of customers who focus solely on price without considering value.

In conclusion, the key to successful partnerships lies in trust, mutual objectives, and the willingness to maintain transparency and honesty throughout the relationship.

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