In the competitive world of IT sales, being an authorized partner of global vendors such as Dell, Oracle, and Fortinet is a powerful advantage. However, simply having the status is not enough. To truly benefit from vendor partnerships, companies need to actively engage with their vendors, leverage all available resources, and create a strategic approach that turns these partnerships into better pricing, faster support, and stronger business opportunities.
1. Understand Your Vendor’s Partnership Program
Every vendor — whether it’s Dell, Oracle, or Fortinet — offers a structured partner program with specific benefits, requirements, and incentives.
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Learn the partnership levels and how to progress to higher tiers (e.g., Silver, Gold, Platinum).
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Identify KPIs you need to meet — sales volume, certifications, deal registrations.
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Make sure your team is trained and certified according to vendor requirements.
2. Use Deal Registration to Your Advantage
Deal registration is one of the most valuable tools vendors offer.
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It allows you to secure special pricing for specific opportunities before your competitors do.
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It provides protection for your sales efforts — vendors won’t give the same price to others for that project.
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Always register deals early to lock in the best terms.
3. Build Strong Communication Channels
A good relationship with your vendor’s account managers and technical support teams can speed up every process.
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Have direct contacts for sales, technical support, and logistics.
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Schedule quarterly business reviews with your vendor.
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Provide feedback about market trends in Armenia — this can help vendors adapt offers for your region.
4. Take Advantage of Marketing Development Funds (MDF)
Many vendors allocate budgets for partners to run marketing activities.
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Apply for MDF to cover part of your event, advertising, or content creation costs.
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Report the results to vendors to secure future funding.
5. Participate in Vendor Training and Events
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Vendor webinars, workshops, and certifications not only increase your expertise but also strengthen your credibility with clients.
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Being first to know about new products gives you a competitive edge in tenders and B2B sales.
Conclusion
Maximizing your vendor partnerships is not about waiting for opportunities to come — it’s about being proactive, building trust, and demonstrating value both to your vendors and your clients. By leveraging programs, deal registrations, and available resources, you can ensure your company is always one step ahead in the Armenian IT market.