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, … Continued
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 … Continued
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 … Continued
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, … Continued
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 … Continued
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 … Continued
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
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 … Continued
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 … Continued
Author: David Blackman Today’s work environment is one where customers, partners, peers and staff expect instant gratification. Perception is reality and if you can’t respond in a timely fashion, or your organisation provides less that expected levels of customer service, there is always a competitor standing by to eat your lunch. I’ve always pitched work-life … Continued
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