COMMUNICATIONS: 10 Things Resellers Look for in a Communications Vendor
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Your Communications Vendor
So what is your vendor doing to make you proud and excited to be in the trenches for itÂ‘
1. Is it just big or getting bigger and betterÂ‘
Big is its own justification, but thereÂ’s something thrilling about Â“the little engine that could and most definitely willÂ”. Look beyond the incumbents to the next-in-lines, where the real fight is happening. Find the angriest cloud of dust and youÂ’re likely to see a contender with respectable market share, double-digit growth, hungry strategies, dynamic execution and farsighted channel programmes. Keep an eye on Gartner and other industry analysts.
2. Does it do Fixed Mobile Convergence wellÂ‘
Mobility is a big ICT play, perhaps the biggest one at present, and the cutting edge of all three other contenders for buzz of the millennium Â– unified communications, cloud and social media. So what is your vendorÂ’s mobility strategyÂ‘ Does it extend full IP PBX functionality (from any vendor) to the major mobile endpointsÂ‘
3. How Â‘happeningÂ’ is its global footprintÂ‘
Is your vendor aggressively entering new territories, adding more tiers to its channel strategy and winning over global partners that would formerly not give it the time of dayÂ‘ ItÂ’s not enough to grow if you cannot grow along every possible dimension.
4. When ahead, does it quitÂ‘
Most of the industry is in distress. Assuming your vendor is in growth mode, it is telling to assess its response to this market advantage: is it taking its foot off the pedalÂ‘ That would be wrong.
5. Is it spendingÂ‘
Is your vendor investing in important areas like mobility, and does this include R and DÂ‘ How close is its R and D budget to leading benchmarksÂ‘
6. Are its partners happyÂ‘
Sure, success is beautiful and you want to be a part of it. But if youÂ’re worried your vendor might be spreading your potential gains too thin with too many new channel signings, then there must be question marks about how deliberate its growth is and how well itÂ’s communicating its plans.
7. Are its partners hungryÂ‘
Sometimes the best indication of someoneÂ’s intentions is the company they keep. Are your vendorÂ’s partners the sort of companies you admireÂ‘
8. Are its partners a good mixÂ‘
While most of a successful vendorÂ’s partners will be bread-and-butter regional resellers focused on SMB customers, it should also have some key partners Â– ideally major national solution providers, even multinational integrators. With the right channel strategy thereÂ’s no need to fear dealer saturation Â– by association, quality partners improve your standing too.
9. Does it do cloud wellÂ‘
Can you sell its product as a serviceÂ‘ How compelling is this service in the light of cloud concerns such as security, privacy, interoperability, standards and so forthÂ‘
10. Does it play well in a teamÂ‘
Does it sell 100% through the channelÂ‘ What tools does it offer partners for their successÂ‘
Beyond Technology with a Communications Vendor
As important as product strategy is, a communications vendorÂ’s behaviour can be the real inspiration behind the channelÂ’s decision to partner with it.
Business News Sector Tags: Telecoms|