Distributors like Ingram can teach you how to discuss advanced security or hybrid cloud computing with end users. They’re also happy to do the talking for you, however.
In Ingram’s case, partners can invite technical experts to presales phone meetings. “We can act as their company or Ingram Micro,” says David McFarland, the distributor’s director of customer experience and presales technical support. “It’s super powerful, and we see less than 5% of our customers take advantage of it.”
That’s a shame, he adds, because having someone on the line who knows exactly what topics to explore with customers often translates into increased revenue.
“The opportunity, typically, is 25% larger,” McFarland says. “Once you start asking about what is it you’re trying to do and how does it fit with what you have, it usually uncovers additional opportunities.”
SMB Alliance members get that support for free. Most other customers can purchase it for $30 per sales opportunity.