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What Resellers Want
How should MicroISVs "woo" top resellers? Lets
take a look at what resellers want...
1. To Make Money
Share the wealth with your resellers. Provide
resellers with a sufficient discount on your software,
so they have the ability to make a decent profit
on any sales they generate.
2. Promotional Assistance
Provide resellers creative artwork and promotional
assistance. Resellers often attend or exhibit
at trade shows, and will often request brochures
and other materials to promote the products that
they represent. Providing quality artwork and
promotional materials will help distinguish you
from other MicroISVs.
3. Referrals
If a customer contacts you directly, requesting
training or installation assistance that you do
not provide, pass the referral along to a local
reseller who can provide those services. Referrals
will endear a MicroISV to the reseller.
4. Communication
Resellers want vendors to communicate product
discounts, promotions, deals, and new releases.
Develop effective communication channels so that
resellers are able to obtain information in an
easy and timely manner.
5. Support
Resellers want to receive support when they have
a problem. Keep in mind that time is money, and
resellers will be very sensitive to the length
of time it takes to receive support and solutions
to the issues they raise.
6. Deliverables
Resellers will often want physical products that
they are able to deliver. Provide a physical media
option for any software you offer.
By incorporating the above into your reseller
program, you will have an advantage over your
competition.
Related Articles:
Establishing
a Reseller Network
What are Resellers?
What are OEMs?
What are Software
Publishers?
What are Affiliates?
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Developer
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What Software Resellers Want