do it distributors need to fill in a missing channel link? (slides)
TRANSCRIPT
SPHomeRun.com
Do IT Distributors
Need to Fill in a
Missing Channel
Link?
Courtesy of the
Small Business Computer Consulting Blog
http://blog.sphomerun.com Creative Commons Image Source: Flickr Nick Saltmarsh
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Top Gripes
Revealed by the
Survey Included a
Lack of Market
Intelligence,
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Misplaced Focus
on Features and
Pricing, and Poor
Sales Support
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Vendor Strengths
and Weaknesses
Seen by Dealers
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• Strength of
Brand (58.3%)
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• Quality of
Customer
Support (50%)
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• Commercial
Terms were
Lower (38.1%)
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• Largesse of MDF
(Market
Development
Funds) Programs
Trailed at 11.9%
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• Product and
Technology
Training Ranked
Highest
(51.2% each)
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• Skills and
Competency
Training were at
46.4%
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• MDF Notched up
just 0.6%
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End-users Can Get
Product Information
from Multiple
Sources Now:
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• The Added Value
from a Reseller
has to be from
Bringing Insights
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• Expertise to
Help End-users
Filter the Useful
Information
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IT Distributors
Learning the
Lesson
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Increasingly More
of a Distributor’s
Own-brand
Solution than a
Vendor Offering,
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Cloud Services
are also the
Opportunity for
IT Distributors to
Provide
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The Exact Tools
that Resellers Say
they Want
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Where Could
Vendors Do More
to Help You as an
SMB Dealer?
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How Much Should
IT Distributors
“Buffer” Resellers
from Vendors?
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Give Us Your
Comments in the
Comments
Section Below
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Distributors that Help Small Business VARs,
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PC Repair Businesses Cost-Effectively
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