13th > July > 2012 Archive

choose_service_channel

The drive to zero: How to retain margin the race to the bottom

Margins are important to the channel. Many resellers live or die by them – but there is of course much more to running a successful channel business than this simple metric alone. Unfortunately, many in the information security space have been sucked into a downwards spiral which threatens to ruin those channel partners who try to offer the cheapest deals at the expense of their margins. There is a way out, but it requires a change of attitude from vendors and resellers alike.
13 Jul 13:09 | 2

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