How To Keep Channel Partners Happy After An Acquisition

The acquisition of a vendor can cause anxiety among its partners as two product portfolios and company cultures converge. But if the integration is done correctly, an acquisition can actually bolster the channel.

That was the case with Zebra Technologies, which completed its acquisition of Motorola Solutions’ enterprise group in October 2014. In April, Lincolnshire, Ill.-based Zebra launched its PartnerConnect initiative, which integrates the partners of both Zebra and the Motorola group.

Bill Cate (pictured), vice president of global channel strategy at Zebra Technologies, discussed how the company planned and launched a new partner program to effectively integrate both groups of channel partners, as well as the companies’ product lines. Following are five ways companies can successfully integrate another partner program after an acquisition.