Reseller And ISV Top Ten Business Strategies
Reseller And ISV Success Kit
Some resellers and ISV’s succeed where others fail, even in a recession. How do they do it?
We understand how you feel about the challenges you face. Many of our customers (some we’ve had for over 20 years) once felt the very same way. But you might be surprised that simple, time-tested basic strategies really work.
Here’s the top ten ways to keep your engine running for both sunny and rainy days:
- Increase cross-sell opportunity by expanding your skill set, services and product base —and to do this, you don’t have to hire staff and become a new-technology expert. Grow your capability leverage by using the knowledge, skill set and the "special sauce" of a complete solution provider/partner.
- Tune in to your client’s changing business needs, especially during a recession. Chances are you’ll also find changing needs for upgrades, updates and maintenance opportunities; hardware and software cycle adjustments; virtualization and other regular scheduled services.
- Boost your selling skills by boning up on ROI technique. Knowing the ins and outs of the art of ROI can help you be more persuasive.
- Details matter. Explore the cost relationships of your client’s changing business needs. Using numbers and more specifics can give you credibility and increase salability.
- Tune in to relevant vertical markets and gage how they’re changing, how this affects you and your client -- and be ahead of the curve for your clients. Don’t overlook the supply chain effects.
- Review and adjust your business model to meet new economic and market conditions. Get authoritative advice from experienced, trusted sources such as a complete solution provider.
- Keep your eye on repeatable solutions. Emphasize in your business plans developing more repeat sales that result in higher profits. Remember that the more customized fit a solution is to a vertical niche, the higher the profit.
- Keep up on the broader relevant IT universe. Discover opportunities for your clients along with potential solution pitfalls. Talking about both positives and negatives can win you trust. The best source for advice, IT knowledge and market intelligence is a well-versed complete solution provider.
- Give them freebies. Offer your clients free audits and evaluations for security, network performance, and disaster recovery plans, for example.
- Be a leader. Your customers are looking for someone to ease the panic and help them through times of uncertainty. They want your ideas, guidance and to know you are there to help them as a partner.
DTR’s UNIQUE SERVICES
We love our work. We love to create and to make things work; and we’re pretty good at it. We hire staff that are exceptionally talented and love what they do. In 25 years we’ve learned what works best. We share the same goals as our reseller/ISV clients and approach the business in the same way they do —as entrepreneurs, inventors and artists. DTR’s “special sauce” covers a lot of ground; here’s a taste:
- Knowledge and Advice.
Experience counts in this business. The benefits to you of experience and judgment are more ideas, more right answers and better results. Experience is a key factor in managing both risk and the continual change that characterizes our industry. Experience is the prime ingredient of vision and predicting the future. For example, recessions are all about creating value and not just cutting costs. Experience changes the equation, uncovers the truth and creates more opportunity and better results for you and your clients'. We know the market and the channel and can keep you up-to-date on technology, with what wins and what other resellers are selling.
- Know-How.
DTR is a complete solution provider with deep, broad and unique capabilities. As a systems builder and integrator for 25 years, we can design and engineer custom business critical solutions beyond what most other solution providers offer. Our unique programming capabilities are rare in the industry which adds special clarity to our solutions. We offer access to high level technical support that is also a rarity.
- Winning New Business/Finding New Clients.
As a partner, we can bring to the table expert credentials for whatever you need to win business. We commonly present solutions along side our customers to their clients'. We know that your customer relationships are the most important asset you have and we do everything we can to grow that relationship for you. For marketing, we can help you target your audience and develop a message and advise you in growing your business.
- We Are Listeners.
We listen, learn and help our customers achieve their goals. We see solutions from the customer’s business needs out. Then we design and engineer to meet those needs. We are flexible based on your needs.
What Can We Do For You?
Answers & Sales Help