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Stories by: Moheb Moses

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    Local insight: Play to your strengths 15 June, 2009 11:32:00

    I know it sounds absurd in today’s environment, but I used to work for a distributor selling a word processor, and we used to make 30 per cent margin (before you start thinking I was being greedy, I’ll say that our resellers also made that kind of margin).
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    Sell to your vendor 13 August, 2008 14:47:00

    I often hear vendors complaining that they have allocated Marketing Development Funds (MDF or Co-Op) to resellers, but it’s not being used. Then I speak to resellers who will say that they would like to find ways to grow their business but don’t have the money to do it.
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    What's your value proposition? 16 April, 2008 15:43:29

    As a channel consultant, I meet many partners (resellers, integrators or VARs) and I am keen to understand what they do. More often than not, their answer is a derivative of:
ARN Polls

How should 2011 be approached by channel businesses?

With caution - there are too many factors at play
With confidence - the GFC is over and the recovery is well in place
With trepidation - things are about to start getting a lot worse
With commonsense - there should be good opportunities but there won't be many of them
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