Those of you who have read some of our past articles would know that we believe that a key attribute of great Account Managers is their Presentation and Communication Skills. Whether you are a Channel Account Manager selling to partners, or a Reseller selling to end-users, your ability to deliver a compelling and articulate message … Continued
Vendors often measure, profile and segment their partners and distributors based on revenue performance, but rarely do they dig deeper to look beyond the numbers to the driving forces behind the strategy. This article looks at tips to ensure your business is aligned to the right match of distribution partners, and therefore the right reseller … Continued
ARN & Microsoft hosted the “Selling for Success” channel breakfast in the main ballroom of The Establishment in Sydney. Fifty partners were treated to a delicious breakfast and presentations from three industry speakers on technologies and sales strategies for 2010 and beyond. Nadia Cameron (Editor – ARN) talked about trends in the current market, and was … Continued
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
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