Network solution providers have a challenging job nowadays, managing vendor expectations, customer questions and concerns, and fierce competition from other channel companies. Margins are squeezed by commoditization of the offerings by you and your competitors. In addition to understanding the design and applications of products in your portfolio, you also have a quota to achieve, and customer relationships to manage, grow and protect from competitors.
Indeed, channel sales can be a dog-eat-dog world. And for those IT solution providers managing network visibility solutions for monitoring and security products, mistakes often can result in lost revenue and customers. Following are four key but all-too-common mistakes every solution provider offering network visibility solutions should keep in mind in order to standout from the competition, keep customers happy and make more money.
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