Do IT Distributors Need to Fill in a Missing Channel Link? (Slides)

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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

http://blog.sphomerun.com/

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Top Gripes

Revealed by the

Survey Included a

Lack of Market

Intelligence,

Sponsored by ComputerDistributorGuide.com

http://computerdistributorguide.com/

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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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