Advertisement

Cloud News

CRN Interview: SADA Systems CEO Says Only Agile Solution Providers Will Survive

Gina Narcisi

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.

 
Gina Narcisi

Gina Narcisi is a senior editor covering the networking and telecom markets for CRN.com. Prior to joining CRN, she covered the networking, unified communications and cloud space for TechTarget. She can be reached at gnarcisi@thechannelcompany.com.

Advertisement
Advertisement
Sponsored Post
Advertisement
Advertisement