CRN Interview: SADA Systems CEO Says Only Agile Solution Providers Will Survive
How did you become a high-ranking channel partner to three very different types of IT companies?
The way you become valuable to your [suppliers] is you reverse the way you usually think about doing business. Most businesses think about maximizing revenue for themselves, which is important, but we figured out early on if we align ourselves with what our [suppliers] are trying to achieve and drive revenue to them, it elevates your status and there's a reciprocity that occurs. Next thing you know, they are recommending you first.
When you are co-selling with you [supplier] they realize they are with you, win lose or draw, and you're not just a hyper-agnostic cloud broker that will sell anything the customer wants. If they realize you're in it to the end, that builds trust.