Presenter: Pete Busam
Just as solution providers and MSPs can measure the profitability of their end-users (and of each monthly services contract) in their internal systems, so do distributors measure the profitability of their reseller customers. Just as VARs and MSPs want to earn a fair profit from working with their end-users, so do vendors and distributors. Distributors are investing in things like technical support, business intelligence, marketing, demand generation, customer communities, field-based events, etc. These are not free. If resellers are using those services, they should be willing to pay for them. This is where a true partnership can be built. Vendors and distributors can provide more value-add elements to resellers who are loyal, who buy at a fair price, and who are profitable customers for them. Join Pete Busam, Chief Balancer of Equilibrium LLC and Jason Beal, Director of Sales for Ingram Micro, for this session in which the true nature of this complex relationship between distributor and reseller is explored.
