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No two ways about it, channel pros are busy people. The most successful ones pay attention when their vendor and distribution partners bring something new their way anyhow, though, and utilize it when it will help them grow.
“They’re going to listen to everything that we have to offer,” says John Phillips, vice president of U.S. SMB sales at SYNNEX. “Then they’re going to make a decision if it’s something that’s useful for them in their day-to-day business.” If it is, he continues, they’ll take the additional time necessary to make use of that new resource as well.
Phillips points to the outsourced services SYNNEX and other distributors offer as an example of what he has in mind. “We offer every service you can imagine now, such a robust offering, and there are plenty of resellers out there who don’t offer services,” he notes. Best-in-class channel pros know about and benefit from those services because they took the time to return a call from their account rep.
Quaglia, too, believes the most successful partners are those that lean on distributors to fill gaps in their offerings and bring new services to market faster. Innovation, he notes, inevitably produces complexity. “The more complexity, the harder it is for the smaller partner to keep up.” Best-in-class partners overcome that challenge by leveraging resources like the ready-made solutions produced by Tech Data’s cloud and Internet of Things “solution factory.”
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