Channel News

Volume Partners - Selection vs. Collection

Wednesday, June 03, 2015

Author: Ian Maclean
Over the last few years, Channel Dynamics has conducted many research projects around understanding problems relating to the partner ecosystem. In many instances, the research highlighted that vendors were not focusing enough on recruiting the right partners, or that partners were being on-boarded in a haphazard manner. In other words, anyone could join the partner program and partners were largely left to their own devices. We highlighted the dangers of "collecting" partners rather than "selecting" them in a previous article.

The focus of that original article was based on building a channel for a "Value" vendor looking at recruiting VARs. The purpose of this article however is to explore the process of building a channel for a "Volume" vendor. Do the principles of Selection and Collection apply for Volume vendors, or are there are other factors at play? In order to understand this issue more clearly, it is worth revisiting how we define channel success. ...Read More


Selling Security to SMBs

Thursday, July 02, 2009

SMB continues to be the most challenging and diverse part of Australia’s corporate spectrum to service. ARN pulled together a panel of industry representatives to discuss how to position security solutions successfully to 5-499 seat organisations in today’s economic climate. Cam Wayland was invited as a 3rd party industry expert to provide his observations and feedback.

The following is an edited transcript of the roundtable discussion.

 http://www.arnnet.com.au/article/184684/partner_profitability/  ...Read More


Selling to SMB - it’s not about the product

Thursday, March 13, 2008

Author: Sean Murphy
As more and more vendors look for ways to reach the SMB market, our business - a small/medium VAR in the IT industry - has gone from relative obscurity to being one of the key “go-to-market” strategic partners for many of our suppliers. And while some of our vendors have worked out how to work with us and grow our business together, the majority still think SMB is just like Enterprise, only smaller.

Ask any vendor about what motivates a partner, and they will give the same (correct) answer - that we need to be able to sell the product and make money out of it. They may even go so far as to say that we don’t care about what product we sell (which certainly isn’t true for a VAR like ourselves). And yet we still have vendors coming to our office and deluge us with features about why their product is the best, without any acknowledgement that the relationship between a smaller VAR and an SMB customer is very different to that of (say) a national integrator and an enterprise customer.  ...Read More


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