Channel Marker:

Supplier relationship management


February 4, 2009  3:21 PM

Will your suppliers prosper this year?



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

In my last entry, I asked you to examine your organization. Is your company focused and ready to prosper this year? If not, you still have some work ahead of you on that front. Go back to my last post and...

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 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 --...


November 24, 2008  10:13 AM

CDW awards partners of the year



Posted by: Bcournoyer
Cisco, Colin Steele, News, Supplier relationship management

CDW has named five companies its 2008 Partner of the Year award winners. They are:

  • Cisco Systems (networking)
  • Ingram Micro (distribution)
  • Lefthand Networks (storage)
  • Tripp Lite (power protection and distribution)
  • Wasp Barcode (data capturing and...


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 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:...


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 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 6, 2008  4:40 PM

Vendors: Invest more in channel sales and less in operations, study says



Posted by: rivkalittle
Channel partner programs, Direct reseller channel conflict, Information technology services, Reseller channel business development, Rivka Little, Supplier relationship management, VAR training, certification, Vendor partner business issues

If you’ve ever felt like the last thing you need from a vendor is yet another channel web portal, and what you’d really rather have is a darn good lead, you’re probably not alone. A new report is attempting to make your point.


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