The more services you offer customers, the easier time you will have up-sell them and the longer they’ll stick around. And while solution providers can sell multiple solutions, many lack the technical expertise and man power to do so. That’s why partners need vendors who work behind the scenes to help them expand their offerings and build their own customer relationships.
Mark Sher, vice president of unified communications, product and marketing at Intermedia, believes that partners must own the customer relationship.
