Players throughout the ever-expanding world of channel sales are always innovating new strategies for partnering that can benefit all members of the value chain. Trends such as through-partner marketing automation have begun to emerge as people sides of the partner relationship work to address the inefficiencies that can spring up in complex channel relationships and make things work right for vendors, partners, and, of course, customers.
In selling security solutions, minimizing inefficiencies in making sales, developing relationships, and providing and supporting services is always paramount. This may sound obvious to those who have earned their dues building and maintaining channel relationships, but it bears repeating: Using a security distributor can make life easier for partners. The following three reasons that partners should use security distributors may be no-brainers—but they are so fundamental to profitable partnerships, revisiting and remembering them is always worthwhile.
1. Because a Security Distributor Streamlines and Clarifies Processes
According to an article on Channel Insider discussing a survey on channel partnership effectiveness, half of the partners polled reported having to log into four or more systems for their primary vendors. The ways this can spiral out of control are obvious. How many vendors for secure cloud solutions, mobile workforce needs, or other security solutions can a single partner have? Doing the math, one can see how managing these relationships independently can lead to any number of issues, from hiccups born of fatigue to dropping the ball and creating a full-on catastrophe. The sales coordinator services offered by security distributors can allow a partner to streamline these relationships at the outset. More efficient vendor relationships translate into more sales and more effectively delivered solutions.
2. Because of the Knowledge Base a Security Distributor Offers
The security threats an average business faces are rapidly evolving as we continue past the point where networked computing has permeated every aspect of business. As we enter the age of secure cloud computing, the mobile workforce, and pervasive social media usage, there is a tremendous learning curve for anyone interested in understanding and selling security solutions. There is also a far broader range of potential customers and customer needs than ever before, because what were once solutions that needed to be considered only at the enterprise level are now also applicable to SMBs. With data breaches constantly in the news and putting security at the top of everyone’s mind, customers will have serious questions about a security solution. A security distributor’s huge base of industry and technological knowledge will allow a partner to be confident about giving the right answers, and about correctly implementing the most reliable security solutions.
3. Because Of The Range Of Offerings—On The Line Card And Beyond
Tapping security experts for insight, as well as devouring the latest news on what’s hot and what’s not in the ever-changing world of global security, may just be part of knowing the industry. But a security distributor can help a partner manage and make sense of the glut of information out there. A full line card of solutions from a security distributor can give a partner trusted go-to vendors to filter out the high-quality solutions from the dubious ones, and the important areas of focus from the passing industry fads. Security distributors can also offer rebates and incentives to help make sales, and offer security training, support, and helpdesk services to ensure that a partner can, in turn, offer the most authoritative information and support to customers.
Can you think of other ways that security distributors can improve the chain of value from vendor to customer?