Sonia St. Charles, CEO of Dell EMC solution provider Davenport Group, St. Paul, Minn., applauded the move to put partners on notice that are not making the grade. That said, she stressed, it must be done fairly. “One of the mistakes companies make is to set out a program and then they don’t stick to the rules,” St. Charles said.
“That’s where companies lose their credibility, but if they deem that these criteria are important and they’re going to measure partners against it, that’s a fair move. I do agree with that, as long as it’s fair and equitable. If there’s no way a partner can hit their revenue goal for the full year, that would be a safe measure.”