Drive Your Channel Productivity Globally

Growing revenue is a top priority for most B2B IT solutions providers. New customer acquisition is one way of accomplishing this, but we all know that winning new accounts in today’s hyper competitive IT market is really hard. So what else can drive this growth? The simple answer is: taking better care of existing customers. I know it sounds obvious, but the reality is, very few IT solutions providers have client management resources that are focused on growing existing relationships and do a good job with installed base selling. In our work with IT resellers we see a consistent set of characteristics among those who are successful and are capable of growing revenue. Here is a brief summary of what we believe to be the ‘success DNA’ of solution providers who have successfully grown their revenue through installed base selling. Focus on quality of service- IT is not a hit and run business. The days of shipping a product and going dark until the next time the customer needs something are gone. Even – or esp