|
|
|
17 Jul 2009
Outsourced sales and marketing provider PinPoint Associates claims the economic climate has prompted more resellers to outsource their entire sales cycle.
PinPoint’s team, which has doubled to 26 over the past six months, includes former Intel, HP, Cisco, Oracle and Gartner staff.
Formed in January 2008, the firm has expanded from providing outsourced lead generation services to lending a helping hand throughout the whole sales cycle.
Graham Fell, EMEA managing director of PinPoint Associates, said VARs are increasingly looking for a partner that could take control of all services from putting the channel in touch with the right people to attending meetings and closing the deal.
“We have found ourselves moving in a different direction due to market conditions,” he said. “The channel wants more than just lead generation and we train the staff to go in and achieve that.”
Keith Humphreys, managing consultant at analyst EuroLAN, said with an increasing amount of staff layoffs and new business startups the model would help those that can not manage all aspects of the sales cycle in one go.
“This type of model is great news for startups in particular, that can outsource to keep their costs down.”
Related articles
In this video find out about the fast-growing Chinese vendor's plans for market domination and how the channel is its route of choice
Find out what gifts Acer has in store for partners for 2012 in this exclusive roundup of its recent conference
CRN's premier networking event is back on 17 May at the Ricoh Arena
Date: Thu 17 May 2012
Channel fighters preparing to square up once more on 24 May
Date: Thu 24 May 2012
The proliferation of endpoint devices within the enterprise has highlighted the shortcomings of one of the traditional approaches to data security
This Forrester report compares the costs and benefits of legacy email and productivity software with Google Apps
Dave discovers that rozzers are seemingly living in the technology dark ages
Mark Needham, founder of distributor Widget, argues that John Browett leaves for Apple with Dixons in better shape than when he arrived
|
|
|
Do you agree?
Have your say