Have you ever stopped to look at the amount of distributors regionally? It’s a completely different story in one region to what it is in another region. In the US, you can count them on one hand (Maybe I’m exaggerating there… Maybe it could be done on two hands though). In Europe we have about … Continue reading Distribution around the world – A vastly different story
We have a very good presence across the channel. This is especially true across social media and channel publications where we have a strong following from the content that we produce. What happens with an awareness of brand is that you notice a decline in awareness for what we actually do. Many are aware of … Continue reading I never knew you did that!
“Pay us an entry fee of $500 and win an award” How many times do we see awards flying around social media that make us think that someone has achieved something? Not a day goes by that somebody isn’t flaunting an award for “Best cup of tea maker in the channel” or “Sleeping champion of … Continue reading Devalued awards and recognition are killing actual achievements
What’s a funded head you may ask. A funded head is a human resources who works for a reseller or distributor that is fully or partially funded by the vendor. A common occurrence in the past when vendors wanted a dedicated resource in a certain territory but didn’t have an entity on the ground to … Continue reading Is the funded head about to be dead?
Another year in the channel is almost over. We’ve had the talk of ecosystems accelerated, been told that distribution won’t be around for much longer, seen some massive mergers and acquisitions in the channel and most importantly for us, brought our own products to market. Over the year, we’ve written the equivalent of a books … Continue reading Another year almost done!
How many times have we seen in recent times people suggesting that the channel is dead? We get at least an article every week claiming that the channel is changing to the extent of being unrecognisable by today’s standards. The ecosystem economy is kicking in and people are seeing this as a deviation from the … Continue reading Is the channel really dead or dying?
My channel just isn’t growing My partners are not doing anything Why won’t they work with us anymore? Three statements that are made by vendors who are seeing their channels failing. We look at 5 things that will kill your channel. Some of these items are down to greed from the vendor, others are from … Continue reading 5 ways to kill your channel
“Distributors need to transform” “Distributors are just box shifters” “Distributors just fulfill orders for 15% margin” “Distributors earn money just for being a middleman” All of these phrases we hear on a regular basis. Where are these sayings coming from? They are coming from the US market as well as people who only know the … Continue reading Distributor is not a globally equal term
Distribution has been around since warehousing became a thing in the early 1900’s. The model has stayed the same consistently for a lot of that time with the only key differences being the types of products that are distributed. Traditionally an industry for hardware where big warehouses that stocked computer equipment would be run as … Continue reading The secret plan to slaughter the distributors and the channel through the introduction of marketplaces
It recently dawned on me that the world of software sales is eerily comparable to the underground world of the international narcotic trade. They are parallel markets with much of the same structure and progression into methods of sales and distribution. Back in the mid 80’s, Pablo Escobar was a rising figure in the world … Continue reading If Pablo Escobar had sold software!