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Channels
Love'em, hate'em, beat'em, try to evade them, work with them, work without them, work around them, negotiate with them, motivate them, plead with them, exasperate with them, deliver "bluebirds" to them, train them, educate them, certify them, recruit them, congratulate them, cheer them, sign them, get orders from them, get no orders from them, do events with them, bill them, pay them, play them and chase them….
Just don't ignore them…
The channel is there and has it's task in life, and we have our decision whether to work with them or compete against them.
Direct sales are always an option, and sometimes the best option. The fastest business and revenues ramp-ups though always have their channel component or basis.
As a wise man once stated: "You can make 100% of the effort on 10 sales, or 10% of the effort on a 100 sales, the amount of effort is just the same…"
And as any VP of Sales or CFO will tell you, as I will now, whether you take 100% or a discounted revenue basis, 100 sales is 100 sales is 100 sales…. More revenues and market penetration, critical mass, market share, reduced COGs, business growth and visibility.
So you probably knew all that already…? Just letting you know that we knew it too, and have an understanding of the ramifications and methodologies involved when qualifying whether to work with the channel or not, when to make that decision, how to go about it and how to make it work.
IMS principals have set up channels in ANZ and in EMEA, significant channels, and sometimes very, very quickly. We know the Australian channel very well, we have our experience in the NZ channel, and we know a lot of that massive EMEA channel.
Investments must be made to make progress, most VARs just don't flip their existing business from today to tomorrow. It is however mostly a question of the right investments at the right time, identifying cost-effective investments and co-ordinating suitable cost-sharing programs with your partners.
It is great to aim for maximum "bang for bucks", just make sure that you are getting that "bang" …
Want to know how you can do it better? Contact us now, or call 03 9866 7200
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