What's your value proposition?
As a channel consultant, I meet many partners (resellers, integrators or VARs) and I am keen to understand what they do. More often than not, their answer is a derivative of:
View ArticleSell to your vendor
I often hear vendors complaining that they have allocated Marketing Development Funds (MDF or Co-Op) to resellers, but it’s not being used. Then I speak to resellers who will say that they would like...
View ArticleLocal insight: Play to your strengths
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 per cent margin (before you start thinking I was being greedy, I’ll...
View ArticleSelling Cloud - Why it’s time to change the sales compensation
Channel Dynamics co-founder, Moheb Moses, believes Cloud computing calls for a new approach to sales compensation.
View ArticleWhere IT distribution fits in the future of the channel
The technology industry is always in flux, and change is usually an unremarkable occurrence. Yet even in this constantly-changing industry, the transformation of technology delivery mechanisms has been...
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