An ISVs guide to navigating the channel October 18th, 2018
If you’re an ISV and have decided that it’s time to broaden your business opportunities and grow your business then you’ll no doubt be considering the channel. The channel is a great way to look for new business through dedicated partnerships, and can bring great long-term success.
But it is highly competitive so it’s important to differentiate and get your strategy right from the start.
That can be easier said than done so we’ve created an online guide to understanding how the channel works, where the best opportunities lie and how to maximise them.The ISV Guide to Navigating the Channeldiscusses the specific things your company will need to do to get ready to join the channel and make it a successful venture.
After reading the guide you’ll know how the relationships between manufacturers, value added resellers (VARs), and distributors work and where your business can fit into the ecosystem.
It also includes tips for working with VARs, in particular how to navigate pricing structures, take advantage of training and support, and why it’s important to know where the defined sales territories lie and where they are more open.
Finally, you’ll learn how to present yourself to VARs who will want to know every detail of your business before deciding if you are the right company to work with. Our guide will walk you through the questions they will ask and how to answer them. Plus it will help you establish if there’s a benefit to your business in partnering with other ISVs.