Making a difference

Differentiation is often the best weapon a reseller can have.

If you are offering a similar solution to your rival with the same real value-add, and not just a margin-trashing bargain-bucket price, an extra certification or skill set in a complementary area to your business can help you stand out from the crowd.

And in today's ultra-competitive market, having any kind of edge is imperative when going to market.

Quality and good service are paramount when consulting an end-user about a technology solution. Although vendor certifications can go a long way to ensure a customer's peace of mind when buying a solution, most resellers worth their salt will also have them.

So how can you obtain the equivalent of the kite mark for your business to show a potential customer that you have the minerals?

At Computer Reseller News we recognise that technology means business and encourage any organisation that can offer the channel a way to raise the standard for business advice.

To this end, CRN has teamed up with government-backed organisation Technology Means Business (TMB) to help resellers' businesses stand out from the crowd.

As you may be aware, CRN has a link to the TMB site at www.crn.vnunet.com, where resellers can get online advice.

From this week CRN is starting the first in a series of monthly features on TMB. Backed by BT, Hewlett-Packard, Intel and Microsoft, the scheme offers resellers a chance to develop the skills to support clients.

A quality mark to reassure them of your commitment to provide relevant advice and a listing on TMB National Register that is being linked to an increasing number of popular SME feeder websites is also on offer.

In addition, TMB can allow you to participate in schemes that put only TMB-accredited organisations in touch with potential SME clients.