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June 8, 2005
The Computing Technology Industry Association (CompTIA) has formed a new advisory council to help IT resellers evolve into technology solution providers, and will hold its first meeting next week. CompTIA formed the group in response to the recent shift in the channel from working as a traditional agent or reseller to becoming an all-around provider of solutions.
The Solution Provider Business Transformation Advisory Council will help resellers improve the marketing, sales and delivery of technologies to their customers. The council is made up of representatives from manufacturers of hardware and software products that are sold through the channel.
“The business environment in which resellers are competing today is increasingly more challenging and complex,” says William Vanderbilt, vice president of education and training for CompTIA. “Customers are more discerning in their technology purchases. Technology sellers who want to stay in business must recognize this and transform their business models from ‘box pushers’ to trusted advisors to their customers.”
CompTIA notes the IT channel faces business challenges in areas including how to sell consultatively; how to identify and secure service opportunities; how to drive sales through current customers and acquire new clients; and more. The technology manufacturers on the council can help educate the channel and equip them with skills to address these issues, Vanderbilt says.
At its meeting June 13-14, the council will assess the business models technology resellers use and make recommendations regarding how the channel can successfully transition to a solutions provider business model.
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