Our Blog

The value of partner roundtables

I personally think roundtables are a great way of conducting meetings whether it be in the purest sense of a roundtable being there is no head of the table, so those assembled are all equal. Internal business planning meetings or as a mechanism for partners to give vendors feedback, to raise issues and be heard face to face by the vendor. With this last scenario I genuinely believe that if vendors are willing to take the time to first organise and then listen to their partners it will build trust and a better relationship moving forward with their partners. The program must have an internal commitment of at least 12 months to make a difference. Also a vendor needs to show real, tangible improvements that have been made during the time between these meetings for the partners to hold the meetings and vendor in higher regard than when the process began.

A roundtable can be as basic as conducting a meeting around a table. There is also those that are facilitated either usually by an independent party like a journalist or marketing consultant. Many marketing event and publishing companies offer them as part of an editorial package or they can be organised with the help of more independent parties who can be employed by the vendor to ensure the session flows on time, everyone gets a say and all the relevant covers points are covered. There is nothing worth than a partner taking time out of their business to come and sit around a table and either be preached at by the vendor for the most part or be beaten to the punch by louder and more obnoxious partner.

There are many different formats that a roundtable can take and it is really up to the organiser to choose what is most appropriate for the desired outcome. There is the ‘Simple Agenda’ approach whereby the facilitator moderates the conversation to ensure the group keeps to the agenda and time to ensure all points and covered, minuted and action assigned. ‘Game of Two Halves’ whereby the facilitator will spend one or two hours with the partners only, to understand any grievances, issues plus examples of both. After a break the vendor representatives are invited back into the room to face a series of the partners questions, guided by the facilitator and also listen to the horror stories and then hopefully offer a response or action to the get those issues fixed for the next meeting. I must point out these sessions also offer up the opportunity for the partners to provide positive feedback to the vendors, especially about account management or other heroes within the business, it is not just a bloodletting session for the partner to walk away feeling a sense of release. The other format is ‘Open Season’ whereby the facilitator has both the partners and the vendor in the room with an outline of possible discussion items. The advantage of this format is that the partners can get an instant face to face answers to their points as opposed to the previous format whereby they have to wait until the second half of the session to get answers and explanations from the vendor.

Currently I facilitate partner roundtables for Avaya in the UK for Platinum & Medal Partners in London, Manchester & Edinburgh. The sessions have ranged from audiences of 40 to 10 Avayians and Partners depending on the time or location. Already both Avaya and the partners have seen improvements from these sessions.