Ramon Vela, the "StreetSmart VAR" made an interesting post in his blog today, making a modest but valuable suggestion to manufacturers on how to organize their marketing guidelines.
Vela points out that resellers tend to sell consultatively, that is, looking at each client's particular problems and then coming up with a customized solution. Most VARs have much more success with this solutions-oriented approach, as opposed to a strictly product-based approach. In other words, instead of leading off with "buy this product, it's great," a VAR says, "let me fix your problem."
Manufacturers, on the other hand, go with the opposite strategy, often focusing their marketing strategies on product-based marketing initiatives, rather than marketing that revolves around creating an overall solution. This puts the VAR and the manufacturer at odds on occasion, and may even close the door to sales if the customer has had a negative experience with a given product in the past.
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Sidekick: The Good News & the Bad News Either way you look at it Microsoft Data Center management did not follow standards or best practices in this failure. In which case it makes me wonder more about the outsourcing of corporate data much less personal data.
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learning from this mistake with managed services
Dan,You and Vela bring up some excellent points.
My bigger question... How do those pursuing managed services as their entire business model avoid the same commodity-broker fate?
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