Stopping the direct-sales scourge

December 15, 2008 Published by  SearchSystemsChannel.com Systems Channel Advisor Stopping directaphobia George Crump, Contributor There's no worse feeling: You find out that an opportunity you were working on with a manufacturer was just taken direct. You found the opportunity and yet somehow control was lost and the customer placed the order directly with your supplier. How did this happen -- and maybe more importantly -- how can you prevent it in the first place? Almost every time I have been involved in this situation there were two common elements. First, there was a complete breakdown in communication; second, there was a lack of appreciation for the reseller's involvement. Read the rest of this blog entry. Partner News Podcast: Citrix discusses server virtualization benefits Citrix Systems' John Humphreys says the poor economy makes this a good time to talk to your customers about the benefits of server virtualization. Listen to this Partner News Podcast.   ADVERTISEMENT     Systems Service Provider Concerns Top three systems technology certifications Windows Vista installation dos and don'ts Channel implications of Microsoft's online services   ABOUT THIS E-NEWSLETTER This e-newsletter is published by SearchSystemsChannel.com, a targeted Web site from TechTarget, The IT Media ROI Experts and events company. Copyright 2008 TechTarget. All rights reserved. If you no longer wish to receive Systems Channel Advisor from SearchSystemsChannel.com go to unsubscribe: http://searchSystemsChannel.techtarget.com/u?track=NL-677&em=charles%40cpedley.com&uid=6486075&eid=679938& Please note, unsubscribe requests may take up to 24 hours to process; you may receive additional mailings during that time. A confirmation e-mail will be sent when your request has been successfully processed. Contact Us: SearchSystemsChannel.com Member Services 117 Kendrick Street, Suite 800 Needham, MA 02494