Building strong relationships

Building strong relationships

Resellers, VARs and integrators should build strong relationships with the "big six" consultancies in order to survive, and indeed flourish in the future, according to a training consultant.

Carol Johnson, principal consultant at international training company Pelorus, said these businesses needed to re-examine their business relationships.

A proactive approach, Johnson says, gives resellers the chance to cash in on relationships and actively find business in unexplored markets. She says resellers and VARs should also build strong relationships with vendors and use those associations to leverage more sales.

The biggest opportunity for growth in the channel is in the small to medium enterprise (SME) market. "Resellers should make extensive use of partners to cover all market segments," Johnson said.

"Vendors know who is the best partner to play in each segment," she said. "It's a matter of finding and managing the right channels."

US-based Pelorus, formerly known as Unique Programs, is an IT&T training consultancy that focuses on enhancing sales and marketing effectiveness to take advantage of market opportunities.

Pelorus International

Tel (03) 9890 7211 Fax (03) 9890 7244

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