Channel News

Partner Recruitment - “Selection” not “Collection”

Wednesday, August 06, 2008

Author: Moheb Moses
The success of any business is largely dependent on the quality of people it recruits. Similarly for vendors, the success of a channel program is largely dependent on the quality of partner it recruits. However, few vendors really devote as much time to their partner recruitment strategy as they do to their staff recruitment. In general, vendors “collect” partners, rather than “select” them.

For example, you’d never dream of talking to complete strangers, asking them what they do, and then deciding whether or not you’d hire them. And you certainly don’t hire people just simply because they showed up on your doorstep telling you they really want to work for you. But for many vendors, that’s pretty much how they recruit partners. Their partner lists are full of resellers who are not in the least bit qualified, but just simply showed up and asked to be a partner.

So how do you select the right partners?  ...Read More


Build a Better Business Now

Wednesday, April 30, 2008

Resellers thinking of growing their business need to to get the fundamentals in place. In this article that appeared in CRN, Moheb Moses adds his opinion on how important it is to clarify what you really want, and the dangers of pursuing growth purely for the sake of growth.

http://www.crn.com.au/Feature/109611,build-a-better-business-now.aspx

 ...Read More


What's Your Value Proposition

Wednesday, April 16, 2008

It is amazing to me that so few resellers can articulate their value proposition succinctly. I know they have one. They wouldn't be in business if their customers didn't see value in them. But it seems to me that only a very small minority has ever spent the time to sit down and clarify what that value is.

In this article that appeared in ARN, Moheb Moses shares his thoughts on how resellers build a strong value proposition, and how important this is for growing your busienss.

http://www.arnnet.com.au/article/214462/what_your_value_proposition_/

 ...Read More


Selling to SMB - it’s not about the product

Thursday, March 13, 2008

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


Profitable Partners Are Loyal Partners

Monday, January 07, 2008

Author: Moheb Moses
It’s the end of the quarter, and we need to make the number. So out come the promos! We’ve all heard them before. “Buy 4, get 1 Free”. “Take 2 months stock, and I’ll give you a discount”. “Drop your margin by a couple of points to help us get this deal, and we’ll owe you a favour next quarter”. They’re all designed to bring in revenue, but have you ever stopped to think about the profit implications for partners?

This article looks at the impact of your programs on your channel partners’ financial position. Sometimes you are helping them, but other times, you could be slowly sending them broke. Resellers, Distributors and Vendors are driven by entirely different metrics, and what seems like a great idea for one party may in fact be a disaster for another.  ...Read More


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