One question that often get asked is about why resellers have not truly embraced the concept of SaaS (software as a service) and other “on demand” or annuity models faster. In this article that appeared in CRN, Cam Wayland shows how to survive the transition to annuity models. http://www.crn.com.au/News/155744,five-tips-to-saas-success.aspx
Author: Dean Vaughan Choosing the right distributor can add tremendous strategic value to your organisation, yet so many integrators often fail to recognise this. The choice, when left to sales, is often based on relationships, and when left to buying, is based on price. Yet far more value is attained from your distribution relationship with … Continued
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 … Continued
Author: Colleen Francis Despite your best attempts to sell value and remain firm on your price, some clients will press ahead with their request for a discount. After a solid attempt from you to reassure them that your price is fair, if your prospect is still pushing for a discount, you have a choice. Walk … Continued
The economic downturn is being blamed for a lot of things, not least its impact on customer spending. In the first of ARN’s four-part series on How To Survive The Economic Downturn, Moheb Moses and Cam Wayland share their opinions on ways IT providers can fine tune their sales and marketing strategies to keep winning … Continued
By now the holidays are becoming a distant memory and it is either the beginning of a new financial year for some, or the run to the finish for others. Welcome to 2009, a year that will undoubtedly have its share of ups and downs – hopefully more ups if some structured channel planning is … Continued
Author: Nick Verykios Beyond the question of “which distributor should a vendor partner with?”, a more relevant question in many cases is – “do I even bother contracting a distributor?” There is an old Buddhist philosophy that suggests in order to cut through the root of all phenomena and our attachment to its false representations, … Continued
While many resellers have a strong sales strategy, they often fall down when it comes to marketing. Mistakenly, many believe sales and marketing are synonymous. In this article that appeared in CRN, Cam Wayland shares his opinion on why it doesn’t have to be expensive, and how targeted marketing messages can help you stand out … Continued
The second annual ARN IT Industry Awards went off with a bang at the Sydney Hilton Hotel last night. The event was attended by 520 representatives from across the industry and kicked off with a buzzing champagne reception. Guests then headed into the ballroom for the main awards event. Former Wallaby, noted author and journalist, … Continued
Resellers thinking of growing their business need to to get the fundamentals in place. In this article that appeared in CRN, Moheb Moses adds his opinion on how important it is to clarify what you really want, and the dangers of pursuing growth purely for the sake of growth. http://www.crn.com.au/Feature/109611,build-a-better-business-now.aspx
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