Get a feel for what the channel program will look like post-acquisition.

Winslow calls this the dominant question for a solution provider after an acquisition is announced. Start with what each program looks like today, and what the combined program will look like after the acquisition is completed.

Partners need to know, for example, how deal registration will work, what the market development funds (MDF) program will look like and how money will be distributed, Winslow said.

About MDF, adds Richard Brown, president and CEO of OPUS Consulting Group, a Dell partner based in Vancouver, "the main thing is that the funds are available for you to use in a fashion that makes sense to market your business and the products associated" with the funds.

Also, Brown added, will the vendor change partner requirements – such as revenue levels or number of certifications - for selling a product?