Jody Pawson, Sales Director, Convergent Technology
Which vendor behaviour or trait do you love the most, and want to see more of?
I truly appreciate vendors who focus on building long-term partnerships rather than treating interactions as purely transactional. When a vendor takes the time to understand both their partner’s business and the end users’ needs, it strengthens the relationship. A vendor who goes beyond simply selling products and actively nurtures the partnership with continuous support and collaboration fosters trust and creates mutual benefits. It’s refreshing when they genuinely care about the partnership. I would love to see more vendors embrace this approach, as it ensures that the solutions remain relevant and impactful, delivering lasting value for all parties involved, though unfortunately, it’s something I find all too rare.
What do they do that irritates or frustrates you?
The lack of understanding vendors often have about their own deal registration programs. Many are unclear about the processes and terms, which leads to confusion and conflicts with both customers and vendors. This lack of clarity and consistency complicates the ability to navigate and resolve challenges effectively. On top of that, the internal politics within their own channel community often adds another layer of complexity to the situation.
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