Comments on: The two types of reseller http://successfulsoftware.net/2009/03/18/the-two-types-of-reseller/ Successful software requires more than just good programming. Fri, 10 Feb 2012 18:35:20 +0000 hourly 1 http://wordpress.com/ By: International Software Sales | How to Sell Software in Different Markets | Avangate Blog - Software Business Blog http://successfulsoftware.net/2009/03/18/the-two-types-of-reseller/#comment-12438 Fri, 10 Apr 2009 07:29:43 +0000 http://successfulsoftware.net/?p=1344#comment-12438 [...] On the same subject, I’ve recently had an interview with Ken Beam, an expert in channel sales development, who considers direct sales “a weekend on the town while Channels are a long-term commitment… a partnership marriage! Not everybody survives the post-Honeymoon period.” On April 16th (must be something with this day and channel management), Ken Beam is holding a seminar on How to on-board new partners for maximum performance, and faster cash results and has generously offered a 40% discount to Avangate readers – contact him directly if you’re interested. And beware of “false friends” – Andy Brice has an interesting view on the distribution channel – read his blog The two types of reseller. [...]

]]> By: Delia Ene http://successfulsoftware.net/2009/03/18/the-two-types-of-reseller/#comment-12367 Mon, 30 Mar 2009 16:11:10 +0000 http://successfulsoftware.net/?p=1344#comment-12367 Andy, I’m glad you brought this up.
I’ve recently had an interview with IT Channel expert Ken Beam which we’ve published today on the Avangate website – http://www.avangate.com/interviews/ken-beam_16.htm

In a different style than yours, but touches on similar points.

The main conclusions I drew from the interview:
- Channel sales is hard work (but CAN be rewarding if done right)
- Too many go into Channel sales believing that they’re ready; but in fact they really are not (this is quote actually from the interview).
- Resellers find new ways of making money as the market changes (Internet major change factor, just like you said)
- Adapt tactics according to partner type & objectives
- To succeed you need to (I quote again) take excellent care of your good partners and don’t hesitate to show problem partners the exit.

]]> By: Tony Edgecombe http://successfulsoftware.net/2009/03/18/the-two-types-of-reseller/#comment-12335 Thu, 19 Mar 2009 06:16:51 +0000 http://successfulsoftware.net/?p=1344#comment-12335 >> are an efficient way to bring down your own internal product support costs

Quite the opposite in my experience.

]]> By: Niheel http://successfulsoftware.net/2009/03/18/the-two-types-of-reseller/#comment-12332 Thu, 19 Mar 2009 02:05:19 +0000 http://successfulsoftware.net/?p=1344#comment-12332 Resellers that support the product and offer consulting services for implementations and maintenance are an efficient way to bring down your own internal product support costs. Value added resellers also function well as marketing forces to promote your product. ISVs should look at VARS as strategic assets to have.

]]> By: Chuck Brooks http://successfulsoftware.net/2009/03/18/the-two-types-of-reseller/#comment-12331 Wed, 18 Mar 2009 23:39:25 +0000 http://successfulsoftware.net/?p=1344#comment-12331 Our experience has been that VARs (Value Added Resellers) only make sense when they modify the functionality of the product, either by itself to satisfy their customer, or as an integration into a larger product or system. In practice this meant altering exposed code, or doing some major configuration work (e.g., mapping native output to, say, HL7). For everyone else, it’s the proverbial cash on the barrel head, located on our website. We do provide a way by which VARs can billboard or brand some of our products with their logo and such, but these are always within a volume earnout distribution agreement. They still have to get the registration licenses from our website, and to date (knock on wood!) no one has broken the registration codes.
Chuck Brooks
FutureWare SCG

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