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CompTIA Indirect Sales Channel Presentation


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CompTIA Indirect Sales Channel Presentation

  1. 1. Presentation Title Slide subtitle/date
  2. 2. © 2013 CompTIA Properties, LLC Why indirect channels? 2 Channels as a Force Multiplier Vendor CAMs Partners Endusercustomeraccounts
  3. 3. © 2013 CompTIA Properties, LLC Partners add value…and build our brand equity 3 Benefit of partners: having sales people you don’t have to pay to increase your revenue Services Maintenance Integration Products
  4. 4. © 2013 CompTIA Properties, LLC Direct sales are typically between a vendor and its strategic and large accounts 4 Direct Vendors sell software and hardware to other vendors as platforms and components in their products OEM Vendors work with other vendors to bundle complementary technologies into prepackaged or tightly aligned offerings Joint-marketing alliance Distributors are the logistics engines of the channel, providing warehousing, shipping and inventory management services Distribution Vendor Vendor Vendor Vendor Vendor Strategic account Large account Packaged/ aligned offerings Software/ hardware Distributor Warehousing, shipping, inventory
  5. 5. © 2013 CompTIA Properties, LLC The two-tier channel partner is an intermediary that sells products to end users that ultimately take title 5 Two-tier resale partner DMRs are volume-based partners that sell through standing accounts and telemarketing Direct market resellers Retail sells mainly to consumers but also to small businesses Retail Numerous vendors, distributors and solution providers focus on restoring and reselling used hardware Secondary Retail Consumers Small businesses End user Two-tier channel partner Vendor DMR Standing Accounts Telemarketing Vendor Distributor Solution Provider Used hardware Restoring Reselling
  6. 6. © 2013 CompTIA Properties, LLC What is a channel program? 6 Partner Deal registration Training and Certification Discounts Specializations
  7. 7. Section title Section ID 7
  8. 8. Section title Section ID 8