Resellers Demand a 'Fairer' Deal from Vendors
30 January 2010
The current economic climate is set to drive a major change in the relationship between vendors and hard-pressed resellers, who are now demanding a 'fairer' share of channel sales.
That's according to call recording specialist Liquid Voice, who say it's about time that resellers got the choice cuts and not just the bones offered by 'greedy' incumbent vendors.
"Too many so-called 'channel-centric' vendors cream off the big margin sales via their direct business, a situation that angers hard-working resellers," says Chris Berry, director of Liquid Voice.
"Extensive UK-wide research in recent months shows that resellers operating in the enterprise market, in particular, are no longer prepared to be treated as second-best by incumbent vendors. Unlike other companies, Liquid Voice works closely with resellers in the enterprise space and we pass these direct enquiries and new opportunities to our partners".
A new approach to partnership
If the hunt for news sales and revenue is to be successful, across the channel community, there needs to be a new approach to partnership, Berry believes.
"Today's environment will create market conflict - and scarcity, which will require true partnership and a symbiotic approach (y'know, old-fashioned business). In the 'great hunt' Liquid Voice, as the vendor, provides the best weapons, logistics and support while our resellers are hunters and fisher-folk who bring home the catch. It's only right then, that resellers get the choice cuts and not just the bones.
"Maybe it's a uniquely 'Northern' kind of thinking," says Yorkshire-born Berry, "but at Liquid Voice, we believe in something called 'fair-do's'.
"We're experts in producing best products and the reseller is the expert in market fulfilment. But we are also aware that not everyone is an expert in call recording and CTI, so we are also here to help resellers with all necessary pre and post-sales support, providing partners with a solid route to developing new sales and revenue opportunities".
Liquid Voice: a new approach, for the new market environment
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* Source: Channel News