5. Make Sure You’re Announcing New Growth Opportunities

Cate stressed that vendors should make sure that they’re presenting new opportunities for partners to grow their businesses.

Zebra’s channel partners specialize in printer and barcode technologies, as well as location- and motion-sensing technologies, while Motorola Solutions’ enterprise group focuses on such products as radio systems, LTE user devices and broadband systems.

An important part of PartnerConnect was the inclusion of both channel groups so that a Zebra partner had access to Motorola Solutions’ new products to bolster its business, and vice versa.

“We increased product access across the entire product portfolio,” Cate said. “Now, partners specializing in mobile computers have equal access to printing technologies, with certain certifications. We removed all barriers for partners to get access to the full partner portal.”