Via International - SMB Channels

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Pre-order the new book written by our Chairman, Julian Dent:

Distribution Channels- Understanding and Managing Channels to Market

Published by Kogan Page in August this year

FOCUS AREAS

> Channel Strategy

> Channel Management

> Channel Economics

> Channel Compensation

> Channel Trends

> PRM

> Account Management

> Skills & development

> Customer focus

> Marketing & brand management

> Retail channels

> SMB Channels

> Legal & regulatory frameworks

FOCUS AREAS ~ SMB CHANNELS

The Small Medium Business (SMB) market is one the most potentially lucrative yet challenging to reach cost-effectively. For many companies, indirect channels represent the only feasible option, yet they struggle to recruit and manage the large numbers of partners needed to cover the market. The articles below share the insights of several projects and clients with which VIA has worked. To find out more contact Guy Swarbrick on +44 207 585 3399 or gswarbrick@viaint.com.

Articles

Reaching SMB nirvana
Max Hotopf
Everyone believes there is a huge raft of small, unknown companies gagging for their product. But do they really exist? And how can you reach them and make money?

Roy Warman, Founding member of Saatchis: Hitting small and medium businesses
Max Hotopf
How can you best profile and target small and medium businesses, and what role do channels play in this process? We talk to Roy Warman, a founding member of Saatchi & Saatchi, who has spent much of his career in advertising wrestling with how to sell to SMBs.

Using dealers to reach SMBs
Max Hotopf
All the research indicates that small and medium sized enterprises prefer to buy from local dealers or solution providers. So why do so many suppliers find it all but impossible to work well with dealers? And what is best practice for an SME reseller channel...

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