Friday, November 05, 2004

Channel Issues: Competing with Dell in the Channel

My VP, Bryan Johanson, wrote an article recently about how the channel can compete with big companies like Dell. Simply put, the keys to success as a small company is customer knowledge and customer service. No magic bullet. No secret weapon. Just customer intimacy that delivers big time and is almost impossible for the big boys to copy.

Business models based on mass mailings and outsourced customer service cannot match the potential value of a local trusted advisor. Want to increase the power of your customer relationships? Get to know their business inside and out. Understand their business the way Mortimer Adler talks about understanding a book in "How to Read a Book".

We will post the full article on our web site in the next couple days and link to it here.

The Channel Pro

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