IT vendors are fanatical about customer satisfaction these days, and understandably so.
But in the rush to keep end-user clients happy, some are in danger of overlooking the influencers who sell and service their tech.
One vendor that evidently takes customer and reseller satisfaction equally seriously is Mimecast, which has been a consistently high achiever in the CRN Vendor Report.
Mimecast received glowing feedback from the 200 resellers, SIs and MSPs who took part in this year's version of the report, finishing top of the 25 security vendors assessed.
"Mimecast, individually, are proactive and understand the business" - project manager at a solutions integrator
Respondents were asked to rate their vendors on four categories: product quality, after-sales and tech support, channel management, and lead generation. Mimecast shone in all areas, topping the pile for channel management and lead generation, and finishing second and fourth, respectively, for after-sales and tech support and product quality.
Gillian Crewdson, senior director of channel sales at Mimecast, said: "We were thrilled to see the results of this year's CRN Vendor Report and that our partners see us as the top security vendor in the UK. We pride ourselves on our attentive channel management and creative approach to lead generation, all supported by excellent technical support and enablement programmes. The team feel that they work for their partners as much as Mimecast, so I am pleased this has been recognised."
In the digital era, any vendor that isn't attuned to what their customers think of them is putting themselves at a serious disadvantage.
But Mimecast is clearly among those vendors who recognises that customer satisfaction is of limited value without a loyal channel base willing to go into bat for its technology.
Conservative estimates suggest that 60-70 per cent of IT hardware and software sales travel through an indirect route to market. By topping the 2017 CRN Vendor Report, Mimecast has shown it is in pole position when it comes to the community of influencers who play a critical role in the majority of IT buying decisions.
This article was sponsored by Mimecast