Successful technology companies depend on channel partners, resellers and distributors for sales and fulfillment in all regions of the world. Without dealers there may be no effective way for a vendor to support thousands of customers and dozens of markets in one or many countries. That’s the changing nature of sales.
Technology companies must invest heavily to insure reseller channel partners are prepared to sell. The programs and practices vendorsfollow have significant impact on the customer.
The customer’s total cost of ownership can easily double depending upon their selection of a dealer, Value Added Reseller or systems integrator and the vendor's ongoing support of their channel partner. We work with clients to evaluate and identify:
What tools do the dealers require in different world markets?
How well trained are distributors and dealers?
What is the best way to go-to-market?
What engineering capabilities do dealers have and need?
Are the dealers selling boxes or systems?
Best Practices entails coverage, training, certifications, award levels, manufacturer and distributor provided support for the dealer, financing (dealer and customer) and dealer incentives.