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Twomey Mike

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Carl Ford
Carl Ford
Economy & FinanceBusiness
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System Integrators – Increasing Reseller’s Revenues and Margins Mike Twomey VP- Product Management and Marketing
Eastwind…Who we are SI/VAR for Service Providers and Enterprises
What People Sell ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Products are treated as commodities…sold at the lowest price
What Buyers Buy ,[object Object],[object Object],[object Object],Multiple Types of Equipment PLUS Multiple Services
They Buy a Box…I Sell a Box… What’s the Issue? Early Adopters are Done…Mainstream not technical Who buys and why is changing
What Customers Want ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Solve the Problem, Get a BIGGER Slice of the Pie
Show Me The $$$ ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
STRENGTHS Customer Relationships Product Expertise Name Recognition / Web presence WEAKNESSES Incomplete Product Offering Dependence on Others Trained 7x24 Support Personnel Network Replication OPPORTUNITIES More Boxes Services Default Supplier THREATS Microsoft / Large Do-it-all Supplier Hosted Offerings
How an Integrator Can Help ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Conclusion ,[object Object],[object Object],[object Object],[object Object]

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