Resellers need to focus on providing enterprise IT managers with business solutions rather than products in today's economic climate, according to networking vendor Equiinet.
The company claims that firms of all sizes want technology to solve business solutions, rather than technology for its own sake, which means that resellers have an important role to play.
"Cost and complexity are big issues today. Resellers must give buyers a good reason to spend money and show them return on investment," said Bob Jones, Equiinet's managing director.
Boxed solutions can take away the complexity of networks, saving time and money, he explained, adding that appropriate advice and support from the channel is also important.
Reseller support is a key area for corporates to consider, with company head counts being cut in many businesses. According to Tony Fisher, general manager at networking reseller Deverill, IT departments struggle because they work on a project basis.
"Within corporate IT departments, the issue is always that there is too much to do and too few people to do it because they work on a project basis. New projects always arise," he said. "I asked a group of corporate IT managers to put their hands up if they had spare resources. Not one of them budged."
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