As it appears that a lot of the channel tech neglect to ask what the partners really want from their vendors, we went out and asked them. The results are not what you will expect. We asked the question: What can vendors do to make your life better? 1. Support Many responses came back about … Continue reading What partners really want – The partner experience!
“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
We’ve all heard of Kaspersky, a lot of us have heard of Abbyy and even some will know Dr Web. All of these companies are large Russian companies that have gone global. Kaspersky are strong players in the anti virus sector, Abbyy are strong in the OCR solutions and Dr Web was the first anti … Continue reading 3% corporation tax for tech companies in this country! – But is it worth it? A look at another country being hidden from the rest of the world
With 75% of business being conducted indirectly, it is a good idea to understand the channel structure and how this can fit into your company. We speak with vendors everyday that are in the process of moving into channel sales and need an explanation of how it all works so we are producing this educational … Continue reading Understanding channel models and structures
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!