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Get to know your vendors as well as your customers, says JetBrains

(Photo credit & copyright © Martin FLOUSEK / JetBrains 2018-2020)

Many tech resellers sell thousands of products from hundreds of vendors, but they know few of them as well as they should.

As JetBrains channel partner manager Lucie Morawiecova [pictured] explains, taking the time to learn about vendors and products — even having fewer on the books — can be more effective.

“Because of course it’s not only about the sales, but the additional value that the reseller can bring to the end user,” she says.

The same goes for the vendors and software publishers. JetBrains believes in an individual approach and in getting to know each partner’s business model. The reseller programme is designed to address that strategy. This means communicating with partners on a regular basis and giving partners all the support they need for them to feel motivated to promote and sell the JetBrains tools, Morawiecova says.

“We have a very strong partner channel in the UK and we are happy with the current situation. We would like to partner with new resellers in some of the EMEA countries and we’ll be happy to hear from any potential resellers. They can fill out a form on our partner website,” she adds.

Morawiecova says JetBrains has been introducing many innovations on the partner portal, as well as preparing an annual partner summit “which we hope will take place next year as we had to cancel it this year”.

But its biggest news for partners is the launch of a new product, integrated development environment and team collaboration tool Space, in the autumn.

“We have big hopes for the product, and we believe it will help many companies with their teamwork within their whole organisation,” Morawiecova tells Weirdware.

“We encourage partners to reach out to new customers.”

Space is still officially in beta at the time of writing but JetBrains is billing it as a primary collaboration tool for developer teams, especially working remotely. JetBrains’ other business tools also incorporate a focus on multi-platform offerings for businesses and the enterprise.

However, JetBrains, as a “very innovative and technologically advanced company” had many employees working remotely prior to the pandemic already — so the transition wasn’t as extremely difficult for JetBrains as it may have been for some companies.

“We have been trying to help our customers and partners who have been impacted by the crisis as much as possible. We communicate with them and find ways to keep our relationships going,” Morawiecova adds.

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