John Walters, MD, Nextgen Distribution
The Best When working with enterprise technologies, understand the distributor’s value proposition and develop a solid relationship around that value proposition that drives a mutual exchange of investment, communication, resources and hence loyalty.
The Worst Getting a reputation for buying on price alone, utilising a distributor’s resources then shopping around.
Matt Sanderson, MD, Ingram Micro Australia
The Best Partners benefit the most when they work closely together with the distributor, remain transparent and value the service provided to them.
The Worst Poor outcomes eventuate when the partner makes commitments and the distributor then acts, but [the commitments] are not followed through with, leaving the distributor exposed.
Jacques Tesson, CEO, DPSA
The Best Partners that engage us in the scoping or design phase get the best results for their clients. This usually uncovers hidden opportunities for the reseller and helps the client get the best solution for now and for future expansion.
The Worst Focusing purely on price in a data centre infrastructure project never gets a good result for the client.
Scott Frew, Executive chairman, Distribution Central
The Best Do a gap analysis of your services then select a distributor that can fill in the services that you don’t have or can’t provide – and stay partnered even if the deal gets tough.
The Worst Use a distributor’s services to work an opportunity and then take it to another distributor that has not invested in you or the deal.
David Dicker, CEO, Dicker Data
The Best Resellers can get the best out of their distributors when they are loyal, open and honest with their opportunities. Our focus is to be an extension of your business. Let us help you through the entire sales process.
The Worst Resellers who take advantage of credit terms offered by a distributor and do not pay on time can have a negative long-term impact.
Darren Tan, Product marketing director, Synnex
The Best Build trust and leverage resources provided by distributors for best results.
The Worst Transactional and opportunistic business that shows no added value may not get the desired results.
Darren Adams, GM, Australia & New Zealand, Avnet Technology Solutions
The Best Avnet derives favourable results by collaborating with our partners throughout the education, enablement and sales cycle.
The Worst Conversely, we see resellers that focus solely on product and price usually trail competitors offering holistic integrated solutions and services.
Danny Moore, CEO, Express Online
The Best Engage deeply with your distributor partner and the vendors they represent. There are significant opportunities to be uncovered.
The Worst There is a direct inverse correlation between price-deal shoppers and the success and strength of a reseller. Understand value and pay the appropriate price for it – as you would expect of your customers.