Author: Nick Verykios
Beyond the question of “which distributor should a vendor partner with?”, a more relevant question in many cases is – “do I even bother contracting a distributor?”

There is an old Buddhist philosophy that suggests in order to cut through the root of all phenomena and our attachment to its false representations, we need to first cut the root of the mind and its ignorance. This philosophy could not be more relevant to the selection of an ideal distributor. Answering the difficult question of “why bother contracting distribution?” with a contemporary business mind set will assist any vendor in cutting through the plethora of irrelevant (dare I say ignorant) Tender Response documents that focus on whether a distributor will be a good credit provider, or whether they can move boxes around efficiently.   Read More

While many resellers have a strong sales strategy, they often fall down when it comes to marketing. Mistakenly, many believe sales and marketing are synonymous. In this article that appeared in CRN, Cam Wayland shares his opinion on why it doesn’t have to be expensive, and how targeted marketing messages can help you stand out

http://www.crn.com.au/Feature/124104,become-the-market-leader.aspx

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Selling has been described as “a transfer of enthusiasm.” And as sales people, it’s our job to talk about our company or product to our customers (and in some cases, our suppliers) in a way that transfers our enthusiasm. In this article that appeared in CRN, Moheb Moses shares several simple steps on how to create a compelling sales presentation.

http://www.crn.com.au/Feature/123765,getting-your-message-across.aspx

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The second annual ARN IT Industry Awards went off with a bang at the Sydney Hilton Hotel last night. The event was attended by 520 representatives from across the industry and kicked off with a buzzing champagne reception. Guests then headed into the ballroom for the main awards event. Former Wallaby, noted author and journalist, Peter FitzSimons, was MC for the evening, while Elton Jack provided the entertainment. 

Once the formalities were over, guests let their hair down at an after party Twenty-one awards were presented across seven categories during the evening recognising vendor, distributor and reseller achievements, as well as individual excellence and green IT initiatives. Finalists were chosen by the ARN team in conjunction with Channel Dynamics director, Moheb Moses. Shortlists were then voted on by a panel of industry judges.

http://www.arnnet.com.au/article/260976/arn_it_industry_awards_2008_-_winners/

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Vendors often complain that they have allocated Marketing Development Funds (MDF or Co-Op) to resellers, but it’s not being used. And resellers will complain that they would like to find ways to grow their business but don’t have the money to do it.

In this article that appeared in ARN, Moheb Moses shares his thoughts on how resellers can get access to funds from vendors by following 2 simple principles.

http://www.arnnet.com.au/article/258255/sell_your_vendor/?pp=2

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