VARs have a big opportunity in the midmarket, according to study
According to a study conducted by Echo Research for Arrow Enterprise Computing Solutions, VARs targeting the mid market "need to improve before they can take full advantage of the market opportunity. The study showed that 70 percent of executives said their consultants performed up to expectation, but only 10 percent said their consultants exceeded expectations.
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Yes, Dan we've seen the same
Yes, Dan we've seen the same thing anecdotally in this segment.The problem is...
The skill-sets and more complex sales cycle required to engage with the mid-market, where there's an IT department, are SO very different from engaging with the small business segment where the channel partner IS their IT department.
Then you have enterprise SP's who scoff at the relatively "small" project sizes down in the mid-market.
You almost need to be the "goldilocks" of SP's to get it right.