Channel Marker:

George Crump


October 31, 2008  8:07 AM

VARs: What’s your ROI?



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

Over the next few months, you're going to see a dramatic shift in marketing from your supplier partners. The theme of their marketing will shift from all the cool stuff they can do to how much money they can save customers. Rapid ROI, or ROI now, is going to be the drumbeat. But what about you? Are...

October 27, 2008  12:01 PM

Half-baked virtualization and you



Posted by: StorageSwiss
George Crump, Server virtualization, Virtualization, VMware

I spoke on the subject of virtualization rollout strategies in a session at Data Center Decisions in Chicago last week. I started the session with an informal two-question survey of about 80 or so end users in the room. The results from those two questions speak volumes about the ongoing...


October 24, 2008  7:58 AM

Tactics for gaining ground in big-vendor territory



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

In my last entry I wrote about large suppliers and their in-the-field resources and the problems that creates. After all, a larger supplier probably has more local resources than you do. Typically, they have you outnumbered in both engineers and salespeople. In the past, many resellers have...


October 21, 2008  6:36 PM

Dealing with large manufacturers



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

How many salespeople and sales engineers do you want your manufacturer partners to have? Before everyone yells ZERO, let's think about that for a minute. Different manufacturers have different levels of resources in the field. We're beginning a series of blog entries on which level makes the most...


October 17, 2008  1:41 PM

Don’t go cheap on me



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

After three days at SNW, 37 briefings and more than a few meetings with your reseller peers, I can tell you that this is a great time to be in the channel. The resellers I spoke to all indicated that business was good if not great. While they all said it quietly so as to not jinx themselves, they...


October 14, 2008  7:22 AM

Finding the right products to bet on in a tough economy



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

In my days as a storage reseller CTO, one of my goals was to find three great new products and add them to our portfolio every year, replacing products that weren't doing well or where the relationship with the supplier had gone south. To find these needles in the haystack, I had to interview more...


October 8, 2008  10:11 AM

Prospering in the recession: Preparation



Posted by: StorageSwiss
George Crump, Reseller channel business development

That's right, I'm going to talk about prospering, not just surviving. You know you have been in IT solutions too long when the current economic situation is not your first rodeo. This is the third or fourth time I've seen a downturn hit our economy in general and our industry in specific. And it...


October 3, 2008  10:20 AM

Aggregating manufacturers: Very bad for the channel



Posted by: StorageSwiss
Direct reseller channel conflict, George Crump, Supplier relationship management

I'm taking a quick deviation from the economy today for some thoughts on what I call the aggregators. These are manufacturers that for one reason or another have stopped or slowed down on innovation and are using their position in the market to acquire companies. This is not good for the...


October 1, 2008  2:12 PM

Economic meltdown: What’s a reseller to do?



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

SearchITChannel.com is happy to add a new member to its Channel Marker blog roster today, with the appearance of George Crump from analyst firm Storage...

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