Can Technology Distributors Eat Too Much of Their Own Dog Food?
It makes sense for technology distributors to use for themselves the solutions they distribute via the IT channel.
However, it’s also possible to have too much of a good thing.
The Distributor Board, a consultancy working to help distributors in different sectors, lists some technology mistakes it’s seen distributors make, and what to do about them:
Believing that technology alone suffices. No, it doesn’t. If your business processes are bad, it just gives you bad results faster. Technology catalyzes change, but also needs good (or improved) processes and employees willing to embrace new ways of doing things.
We are smart and need no training. You may be smart, but successful technology implementation typically means using at least half of the total project budget just for training. No training for end-users means a lack of user adoption, and ultimately project failure.
Leave the technology to the IT department. IT people understand technology, but the rest of the company understands better what it needs to get out of the technology. Getting a broad cross-section of people and departments involved is best, even if the nitty-gritty is still handled by the IT staff.
In the face of such potential pitfalls, a number of technology distributors have recently evolved their training support programs for IT resellers.
The programs inform dealers not only about how new products work, but also what the real business advantages are to end-users and how to sell products to customers, so that the benefits are effectively realized.
Where have you seen examples of technology distributors themselves making good use of technology? How has it influenced the way you sell to your own customers? Let us know in the comments section.
And to follow-through on the ideas introduced in this short post, be sure to download your free quick reference guide of the Top 6 Computer Distributors that Help Small Business VARs, Network Integrators, MSPs, and PC Repair Businesses Cost-Effectively Deliver High-Margin, End-to-End Solutions.
Creative Commons Image Source: flickr redjar