MetriSight Ep.101 – What Partners Want From Vendors – and Why it isn’t Margin

Metrics-based guidance for IT professionals

Margin isn’t what wins channel partners anymore. In this MetriSight episode, Metrigy’s Robin Gareiss and Matt Craig share new research showing that partners now choose vendors for technology innovation and AI expertise, while enterprises are buying direct more and more often. The conversation looks at how AI is changing vendor selection across the channel and what that means for vendors and partners competing for the same customers. It closes with practical steps both sides can take to stay relevant as the market changes.