Procuring Technology through the Partner Channel is better than Direct Sales
Procuring technology through the partner channel can be a better option for businesses compared to direct sales. Partner channels refer to the network of resellers, distributors, and other intermediaries that technology vendors use to bring their products to market. In this blog, we'll explore some of the reasons why procuring technology through the partner channel can be a more beneficial option than direct sales.
Access to Expertise
Partner channels provide businesses with access to expertise that they may not have in-house. Resellers, advisors, and distributors are often specialized in specific areas, such as networking or security, and can provide businesses with guidance and recommendations on the technology solutions that best meet their needs. This can be especially valuable for businesses that do not have a dedicated IT staff or those that need to quickly implement new technology solutions.
Simplified Procurement Process & Pricing
Partner channels can also simplify the procurement process. Resellers and distributors can handle everything from vendor selection to contract negotiations and procurement, making the process much easier for businesses. This can be particularly valuable for businesses that do not have the resources to handle these processes in-house. Additionally, when working through an advisor like Conectrix, we can leverage our buying power with that vendor or group of vendors to negotiate better pricing and terms on behalf of the customer.
Access to a Wider Range of Solutions
Partner channels can provide businesses with access to a wider range of technology solutions than direct sales. This is because resellers and distributors often carry products from multiple vendors, giving businesses a broader selection of solutions to choose from. At Conectrix, our strategic partnership with the largest technology solution distributors, gives us access to over 300 suppliers. This can be particularly valuable for businesses that need to implement specialized or niche technology solutions that may not be available through direct sales, or hard to find on their own. Customers don’t know what they don’t know, therefore, we make it our job to educate our customers about what technology can be leveraged to solve a business problem.
Post-Sales Support
Partner channels can also provide businesses with post-sales support, including installation, training, escalations, and ongoing maintenance. This can be especially valuable for businesses that do not have the resources to handle these tasks in-house or don’t have the time to deal with minor issues. Resellers and distributors can provide businesses with the added support they need to ensure that their technology solutions are properly implemented and maintained. Conectrix ensures that customer - vendor relationships are maintained at a healthy level throughout the life of the contract.
In conclusion, procuring technology through the partner channel is a more beneficial option for businesses compared to direct sales. Partner channels provide businesses with access to expertise, simplify the procurement process, negotiate better pricing and terms, provide access to a wider range of solutions, and offer post-sales support. By working with resellers and distributors, businesses can ensure that they get the best value for their money and have the support they need to implement and maintain their technology solutions. At Conectrix, we believe every customer deserves an unbiased technology advisor to help guide them through the decision-making process.