We’re back again with the second episode of our debut series of “Channel Corner with James Drake”.
This month, we’re diving into one of the most important topics in our industry: partner-vendor relationships.
On the heels of our first annual partner event, where we were joined by five of our key partners and sponsors, 8x8, CityFibre, ITS, Tekton Billing and Zen Internet, it feels like the perfect time to reflect on how we’ve built and maintained those relationships.
So, we asked James:
“What makes a great partner-vendor relationship?”
There are a lot of elements that need to work together to build a successful relationship and Eclipse Wholesale has been lucky to have worked, and continues to work, with some really great vendors. Here are a couple of stand out points:
In this month’s Channel Corner, our Managing Director, James Drake, shares his thoughts on what has kept Eclipse Wholesale at the top of our game after more than two decades.
1. Common Goal
Both the partner and vendor need to be working towards the same goals. If one party is focused on short-term wins and the other on a long-term strategy, the relationship can quickly lose balance. Having shared goals and values means you’re both moving in the same direction.
2. Trust
Trust isn’t built overnight, it’s earned through consistency and delivering on promises. Things don’t always go to plan, outages happen, processes change, and markets shift. When trust exists, both sides know they can depend on each other in those challenging moments and turn those issues into opportunities.
3. Honesty
Strong partner-vendor relationships thrive on open conversations. Vendors should feel confident telling partners what’s possible and what isn’t, and partners should be equally open about what they need to succeed. Honest communication avoids false expectations, reduces frustration and builds a stronger partnership.
4. Commitment
Partners should be invested in each other’s success, either through joint sales initiatives, training, or finding new ways to add value. A committed vendor shouldn’t just be selling to you, they should be working alongside you also.
5. Consistency
As mentioned in previous Channel Corners, consistency is key. Both parties need to deliver and communicate in the same way every time. Whether it’s service quality, billing accuracy, or response times, consistency sets expectations and builds confidence.
Building these relationships can take hard work. There will always be ups and downs but remembering those key points will keep you on track. Vendors may move up or down your portfolio depending on performance, so it’s always important to review whether they’re still the right fit for your business.
And it doesn’t all have to stay in the office. Building a social aspect into your relationships makes them stronger, more human and more successful.
Stay tuned for the next episode of Channel Corner with James Drake, where we’ll share more insights and practical advice on how to succeed in the channel.
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