Channel News

Five Tips to SaaS Success

Tuesday, September 15, 2009

One question that often get asked is about why resellers have not truly embraced the concept of SaaS (software as a service) and other "on demand" or annuity models faster. In this article that appeared in CRN, Cam Wayland shows how to survive the transition to annuity models.

http://www.crn.com.au/News/155744,five-tips-to-saas-success.aspx

 ...Read More


The IDEAL Vendor

Friday, August 14, 2009

Author: Moheb Moses
In a previous article about Partner Recruitment, we talked about partner profitability, and the need to provide a compelling value proposition for partners to want to sell your product. In today’s economic climate this has never been more valid.

Partners are driven by profit. Not revenue, not discount percentage, not market share; ... Profit. And that means they want a vendor who has the right mix of growth and margin, without requiring excessive investment, to make this worthwhile for them to make a commitment.  ...Read More


How to Pick a Distributor (if you’re a Reseller)

Monday, August 03, 2009

Author: Dean Vaughan
Choosing the right distributor can add tremendous strategic value to your organisation, yet so many integrators often fail to recognise this. The choice, when left to sales, is often based on relationships, and when left to buying, is based on price.

Yet far more value is attained from your distribution relationship with planning. Distributors, from my experience, were willing enthusiasts in this process as they strived to add value and differentiate themselves from their competitors.  ...Read More


Selling Security to SMBs

Thursday, July 02, 2009

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


No Free Gifts!

Wednesday, June 24, 2009

Author: Colleen Francis
Despite your best attempts to sell value and remain firm on your price, some clients will press ahead with their request for a discount. After a solid attempt from you to reassure them that your price is fair, if your prospect is still pushing for a discount, you have a choice. Walk away from the business because you want to maintain your price or slowly start to give concessions in an attempt to win (or save) the business.

If you want to give concessions, following a simple system will ensure a profitable negotiation. ...Read More


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    ARN – Editorial Director, ARN, IDG Australia
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