Stories by Moheb Moses

  • Local insight: Play to your strengths

    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).

  • Sell to your vendor

    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.

  • What's your value proposition?

    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: