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Channel or Direct?

We’ve all gone through the arduous process of making technology buying decisions. You research one possibility, look through all the features, maybe write a few down, and go on to another possibility.

It got easier when some marketing genius came up with the idea of side-by-side comparisons, allowing you to see at a glance, which products offer the features you like and which ones don’t. The hard part, of course, continued to be wading through the tech-speak and wondering which solution might work best for your unique set of issues.

You need a translator.

 That’s why more and more, businesses have begun turning to the advantages of a single point of contact through indirect sales or channel partners —talking to one person who can understand and assess their needs and match them to perfect, customized solutions. And, just as importantly, be there down the road if questions or issues arise.

With an indirect seller, or channel partner, such as ProTech, you get expert advice and a choice of solutions. You get someone who quickly responds to your issues 

The Difference

So, what’s the difference between a direct seller and an indirect or channel partner?  Direct sales means a company sells its products and services “directly” to its clients or customers. Take Coca Cola for example: If you want to buy a Coke, you don’t have to find a Coca-Cola bottling company to buy one. You can go to an indirect seller - a store. And, as a benefit, you will also see products and prices from other beverage companies.

In most cases, direct sales reps are transactional — they’re incented to make sales, not grow the business over the long term.  Income for channel partner reps comes from getting and keeping customers. That indirect sales rep’s livelihood depends on long term customer retention — building and keeping a relationship with a customer is the very basis of success or failure.

The Process

So how does it work? The process usually begins with an in-depth analysis of your current infrastructure. Since the indirect seller represents more than one brand, you get unbiased advice about all carriers and solutions. You not only get a choice of solutions, you and your channel partner pick the one that’s right for your business and your budget.

When you need telecommunications solutions, a channel partner provides them end-to-end. Here are a few advantages of having a single point of contact with your channel partner relationship:

  • Design
  • Procurement
  • Implementation
  • Billing support
  • Customer care
  • Expense management
  • Inventory management
  • IT Support
  • Audit services
  • Issues resolution
  • RFP support

If you're tired of trying to understand the tech talk, reach out to learn how we can help you make the best decision for your business. 

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