Channel Marker:

George Crump


February 2, 2009  4:05 PM

Prosper in tough times



Posted by: StorageSwiss
George Crump, Reseller blogs, Reseller channel business development, Supplier relationship management, Vendor partner business issues

I promise, this won't be another "2009 is going to be full of doom and gloom" post! You don't need to be told the obvious; you're living it right now. What you need to know is what you can do to come through the economic downturn better than ever. My next round of blog posts will focus on what you...

December 17, 2008  3:59 PM

Dealing directly with directaphobia



Posted by: StorageSwiss
Direct reseller channel conflict, George Crump, Vendor partner business issues

In my last entry, I provided some suggestions for keeping a deal from going direct, but despite your best efforts it is going to happen and I think the temptation will be even greater next year. So what do you do? First, don't lose your cool.


December 11, 2008  10:58 PM

Stopping directaphobia



Posted by: StorageSwiss
Channel, George Crump, Reseller channel business development, Supplier relationship management, Vendor partner business issues

There's no worse feeling: You find out that an opportunity you were working on with a manufacturer was just taken direct. You found the opportunity and yet somehow control was lost and the customer placed the order directly with your supplier. How did this happen -- and maybe more importantly --...


December 2, 2008  9:27 PM

Minimizing tech support calls



Posted by: StorageSwiss
Channel, George Crump, Reseller channel business development

While post-sale technical support is one of the key services the channel can provide to clients, sometimes it's one of those services you wish you'd never heard of: The wrong product, a sloppy upgrade or an unsophisticated user can quickly consume all of the profit that the support center...


November 24, 2008  3:42 PM

Encouraging news in tough times



Posted by: StorageSwiss
Data storage management, George Crump, IT channel products and technologies, Server virtualization, Virtualization

I get emails all day long from suppliers and every so often one of them contains something interesting. Last Friday, I received an email from Sepaton, a supplier of enterprise VTL solutions. While Sepaton has an excellent channel program, what interested me -- and should interest you -- about the...


November 20, 2008  10:28 AM

DR testing: Adding value



Posted by: StorageSwiss
Data center disaster recovery planning, George Crump

At the recent Storage Decisions event in San Francisco, I had the pleasure of sitting through Jon Toigo's presentation on disaster recovery testing. The first stat that jumped out at me during the presentation was how little DR plans are actually tested. According to Jon's research, more than 50%...


November 13, 2008  12:21 PM

Top 3 emerging company success factors



Posted by: StorageSwiss
George Crump, IT channel products and technologies, Reseller channel business development, Supplier relationship management, Vendor partner business issues

In my last entry we discussed becoming the emerging technology experts in your field, the guys that can fully vet and recommend the right technology to clients. While you can...


November 11, 2008  1:29 PM

Reseller ROI: Becoming an emerging technologies expert



Posted by: StorageSwiss
George Crump, Reseller channel business development, Vendor partner business issues

As discussed in an earlier blog post, the next few years are going to be all about making sure your customers know that spending dollars with you is a wiser investment than spending dollars with another...


November 6, 2008  3:56 PM

Are you leverageable?



Posted by: StorageSwiss
George Crump, Reseller channel business development, Supplier relationship management, Vendor partner business issues

I spend much of the week speaking with suppliers about their solutions, and as you can imagine in almost every conversation the subject of the channel comes up. I'm surprised how little manufacturers understand about the channel and how to properly leverage the channel. So the first question is:...


November 4, 2008  10:37 AM

Reseller ROI: Eliminating evaluations



Posted by: StorageSwiss
George Crump, IT channel products and technologies, Reseller channel business development, Vendor partner business issues

In my last blog entry, I talked about how critical it is to communicate your ROI to customers. But how can you improve upon your ROI? Well, one way is to eliminate -- or at least shrink -- the evaluation...


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