How Vendors Help Partners Achieve Trusted Advisor Status with Customers

Helping channel partners become “trusted advisors” to line-of-business customers is a top vendor priority. Tina Dorsey, VP of Marketing at IT solutions provider, NWN Corporation, validated the wisdom of this approach in an interview with Channel Marketing Journal at Cisco Marketing Velocity last month. Catch highlights of our conversation in this video, where Dorsey talks about the value of earning customers’ trust to recurring revenue and shares her short wish list of what vendors can do to better support partners.