Five Ways Companies Can Enrich Their Channel Programs

Wasp: Fruitful Relationships With Partners Crucial

In order to increase product revenue generated through the channel, maintaining a beneficial and positive relationship with reseller partners is critical.

That's a pivotal belief of Wedge Advanced Software Product (Wasp) Barcode Technologies, a Plano, Tex.-based barcode scanner and printer manufacturer, which recently revamped its channel program to provide increased margins and other benefits to reseller groups.

Wasp's productivity portfolio specifically targets small businesses and has developed a base of around 250,000 customers in manufacturing, distribution, government, and education. Its channel program contains 1,500 national and local resellers, and retail partners.

IT Best of Breed asked Brian Sutter, Wasp's director of marketing, and Cindy Moffitt, channel sales manager at Wasp, about their insights on how companies can maintain a healthy, mutually-beneficial channel relationship with partners.