Here is my own real example of not asking the right customer questions, or worse, thinking I had asked the right questions, but still ending up with a project situation that took longer and cost more than anticipated. This is a reminder that if we want to be profitable and have great customer satisfaction, projects … Continued
You probably never thought that eating a salad could help you grow your business! In this article that appeared in CRN, Moheb Moses talks about the dangers of assuming how much your customers actually know about your business, and gives some valuable advice on how you can build stronger relationships with customers. http://www.crn.com.au/News/168877,opinion-what-else-is-on-the-menu.aspx
As channel consultants we are often asked to research and review the performance of a channel program, or group of partners, to help a vendor get greater insight into what is happening. What we often find is that the vendor’s perception of what is going on in the channel (versus the partner’s perception) are poles … Continued
I know it sounds absurd in today’s environment, but I used to work for a distributor selling a word processor, and we used to make 30% margin (before you start thinking I was being greedy, I’ll say that our resellers also made that kind of margin). The year was 1988 and the product was WordPerfect. … Continued
November marked our 5 Year Anniversary, and to to celebrate this momentous occasion, we hosted a combined Birthday/Christmas party at the spectacular Andrew (Boy) Charlton Pool on the Sydney foreshore, near the Botanical Gardens. We hope you enjoy some of the photos from what turned out to be one the year’s great industry events.
Author: Kit Craig It’s no news that we live in an economic environment that is tough for business. Cash is tight and the economy uncertain; no matter how many ‘green shoots’ we hear about, we’re not out of the bleak times yet. In July the Shanghai Exchange recorded its biggest drop in 8 months, and … Continued
We are often asked by resellers what are we seeing in the market and how can they adapt their business to take advantage of growing trends, especially the rebounding economy and how to take advantage of the post-GFC world. In this article that appeared in ARN, Dean Vaughan shares his thoughts on how integrators can … Continued
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
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 … Continued
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 … Continued
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