SMB continues to be the most challenging and diverse part of Australia’s corporate spectrum to service. ARN pulled together a panel of industry representatives to discuss how to position security solutions successfully to 5-499 seat organisations in today’s economic climate. Cam Wayland was invited as a 3rd party industry expert to provide his observations and feedback.

The following is an edited transcript of the roundtable discussion.

 http://www.arnnet.com.au/article/184684/partner_profitability/   Read More

Author: Sean Murphy
As more and more vendors look for ways to reach the SMB market, our business - a small/medium VAR in the IT industry - has gone from relative obscurity to being one of the key “go-to-market” strategic partners for many of our suppliers. And while some of our vendors have worked out how to work with us and grow our business together, the majority still think SMB is just like Enterprise, only smaller.

Ask any vendor about what motivates a partner, and they will give the same (correct) answer - that we need to be able to sell the product and make money out of it. They may even go so far as to say that we don’t care about what product we sell (which certainly isn’t true for a VAR like ourselves). And yet we still have vendors coming to our office and deluge us with features about why their product is the best, without any acknowledgement that the relationship between a smaller VAR and an SMB customer is very different to that of (say) a national integrator and an enterprise customer.   Read More