Vendor Best Practice

In developing services with Vendors we have started to see some best practice emerging. As market maturity develops this best practice will evolve as well but for now we see the following activities as being important.

• Have a clear unambiguous go-to-market strategy
• If you sell direct ensure that leave margin for the channel either now or in the future
• Don’t commoditise - Don’t commoditise - Don’t commoditise
• Simple packages for online, more granular packages are required for the channel
• Expect to invest in sales and marketing – There is a costs of sale in the Channel
• "Accreditations" works – Get IT resellers engaged with your service through training and accreditations
• Look for bundling opportunities with complementary services
• You build your brand – Cloudmore will build your channel