Finding a Partner Versus Selecting a Vendor

Aug 05, 2020
2 min read
While a vendor relationship implies a sale and service agreement, a business partnership doesn’t end when a contract is signed. Hear what Chief Customer Officer Bernie Kassar believes are three key differentiators between what it means to be a vendor versus a partner.

It’s not an easy time for any business right now. That much, we all know. And that’s why we’re committed to offering the solutions that fit the unique needs of your company. As the Chief Customer Officer, I’m dedicated to ensuring that each of our clients knows that with the help of our solutions, they are well-equipped to respond to changes in the market and simplify complex issues they are facing. 

Customer Focus is our first core value, and it’s not something we just pay lip service to on our website. It’s a way of thinking about how we approach each new customer and friend of Xactly. According to Forrester Research, companies that prioritize the customer experience grow 14 percent faster than the laggards. Companies that select us do so because of our unique approach to business. We partner with our customers to help them navigate this new uncharted sales landscape, and we work to build a continued partnership that will grow and change with each respective organization.  Our clients are vocal about how we help them do just that:

We've had a solid partnership with Xactly for a long time now, and we've been investing in our entire SPM platform with the intent to connect all the data, with the intent to protect all the data, with the intent to automate all the data. Xactly has allowed us to move much faster through some of these changes than we would have been able to had we not done the work over the last few years

Justin Ritchie, AVP, Enablement and Execution
Cox Automotive

Below are a Few Key Differentiators Between a Vendor and a Partner: 

1. Length of the Relationship: A vendor relationship ends when you sign on the dotted line and implies a sale and service agreement. A business partnership doesn’t end when a contract is signed. It is a commitment to an ongoing, strategic, and mutually beneficial relationship between both parties involved. 

2. Depth of the Relationship: It’s essential to seek out service providers that have your company’s goals at the heart of what they do. Whether it’s hosting our annual #xactlylovesme party at our SPM summit, Xactly Unleashed, or releasing specific products or services that respond to current market conditions, we strive to build long-lasting relationships that change and evolve with our clients’ needs. 

3. Ongoing Support: You should find a partner that will be available to you long after everything is up and running. This can take many forms, like customer support and services or additional training. You need a partner that will support you after the dust of implementation and initial training has settled. 

Looking Forward 

Again, we want to meet you where you are and provide the solutions that will support the pain points and specific challenges your company faces today. It can be daunting to seek out a new technology partner, but we make it as simple as possible to get rid of old, outdated ways of managing Sales Performance so that you can keep up with the pace of change and meet your business goals. We’ve got your back!


  • Sales Performance Management
Bernie Kassar Headshot
Bernard Kassar
Chief Customer Officer

Bernie Kassar is a vibrant and seasoned leader with a background in driving global customer-centric experiences, including customer loyalty, service, and relationships.

Jordan Scott Headshot
Jordan Scott
Manager, Content Marketing

Jordan Scott is the Manager of Content Marketing at Xactly. She attended The University of California at Santa Cruz, and received degrees in Literature and Education.