FINAL WORD
demand and its customers ’ needs , the value added distributor in collaboration with its vendors play a role in supporting the channel partner ’ s strategy .
They can assist the channel partner in choosing the right technologies , training and enabling the presales , sales and technical teams . They provide additional support in positioning the technology solutions , with the right narrative and relevant marketing tactics to generate demand and reach the addressable market .
It is imperative for channel partners to invest in upskilling their workforce to stay relevant in today ’ s age and provide value to set them apart .
Value added distributors offer marketing and sales assistance . By providing marketing collateral , lead generation tools , and sales training , helps channel partners increase their visibility and generate more leads . These value-add services create opportunities for upselling and cross-selling complementary products or services .
Providing simplified and efficient supply chain processes ensures that products reach channel partners quickly and easily , strengthening their position with end customers and enhancing partner satisfaction and loyalty .
The primary focus of a value-added distributor , is to support and enhance the profitability of its channel partners . Value added distributors need to provide competitive pricing and flexible payment terms to help partners manage their cash flow effectively
By investing in value-added services , channel partners are at an advantage and can set themselves apart , while increasing their revenue and staying profitable .
Mindware ’ s go to market
Mindware is driving digital transformation and innovation with its Cloud Marketplace , automation tools , supply chain capabilities , and as-a-service education portals . Mindware saw this as an opportunity to fill the gap with resellers by assisting them in navigating complex XaaS licensing models and simplifying their purchase process and launched its marketplace few years back .
Mindware ’ s marketplace , offers channel partners a range of aggregated cloud solutions from various hyperscalers , private cloud providers , and ISVs , in addition to its cloud professional and support services . This approach helps partners and their clients with their cloud transformation journey and enables them to cross-sell and upsell .
Mindware has the capability to collaborate with partner management team and provide insights regarding market trends and needs . In such cases , the role extends beyond a traditional distributor and takes on an advisory role .
Some of the value-added services that
Mindware provides includes :
• Dedicated team of technical professionals , who have in-depth knowledge and experience with product portfolios of over 45 vendors that Mindware distributes . This covers infrastructure , cloud , security , DevOps , AI , IoT .
• Teams are ready to assist with product inquiries , troubleshooting , installation , implementation , consultancy , managed services and problem resolution .
• Continuous learning and certification in the fast-paced technology industry . This is comprehensive , region-specific training programmes and certification
Best practices for channel partners
• Diversify product offerings which includes value-added services , in order to differentiate offerings and increase chances of upsell .
• Streamline operations by implementing efficient processes and systems to reduce costs and improve efficiency , such as automating order fulfilment and invoicing . Invest in the right tools .
• Focus on customer satisfaction since it is cheaper to retain existing customers than identify and acquire new ones .
• Providing customer service and support can help increase customer loyalty and generate repeat business .
• Monitor prices and margins and adjust them as needed to stay competitive and maintain profitability .
• Build a long-term relationship with suppliers and benefit from loyalty programmes and volume rebates .
• Monitor the cash conversion cycle to control and manage finance cost .
courses . Training resources are designed to enhance channel partner product knowledge and service delivery .
• Variety of tools , resources , programmes to help partners promote and sell their offerings more effectively . This includes tailored marketing materials and comarketing opportunities to reach a wider regional audience .
• Flexible payment terms , credit facilities , financing options , to help cash flow and investment in inventory for channel partners .
• Simplified and efficient supply chain processes to ensure products reach channel partners quickly and easily . •
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