Section 2 - The Solution Provider Edge . . . readings for Solution
Provider Management
This section provides proven strategic, tactical
and management advice to senior managers of solution providers in the
areas of sales, marketing and finance. In this issue there are four
articles in the section.
2.1 Client Acquisition vs. Client Retention
- examines the economics of client acquisition and client retention
and outlines the objectives of each strategy.
2.2 Marketing Strategy and Strategic
Marketing - focuses on why and how successful solution providers
profit from their investments in Marketing.
2.3 Lost Sales Analysis - provides
a simple and powerful methodology for undertaking lost sales analysis
and increasing selling productivity.
2.4 Sales Productivity Development
- illuminates the best sales/sales infrastructure practices of the best
solution providers.
About the Author
The President of ChannelCorp, Bruce Stuart is a Certified Management
Consultant with experience in the computer hardware, software and telecommunications
markets of more than 40 countries. He has authored in excess of 300
articles and eight books on the subjects of building channel partner
business value and improving vendor channel strategy. He is a world
renowned executive educator and strategic management consultant.
ChannelCorp Workshops
ChannelCorp provides Executive Education to vendor and channel partner
management. Public workshops take place in Asia, North America and Europe.
In-house workshops take place throughout the world. For more information,
go to the Workshops section of www.ChannelCorp.com.
ChannelCorp Consulting services
ChannelCorp provides strategic consulting in the areas of channel economics,
channel strategy, channel marketing, channel development and channel
management to hardware, software and peripherals vendors around the
world. ChannelCorp is also widely recognized as one of the industry’s
leading authorities in the areas of reseller and solution provider profitability
improvement.
ChannelCorps’s management consulting expertise
is built on a solid foundation of fifteen years of researching and analyzing
the evolving business models and marketing strategies of the vendor
and solution providers worldwide.
Suggested Reading
For more information on the topics covered in this article, you should
consider purchasing The Channels Handbook and/or The Reseller
Management Handbook. For more information, go to the Products
section of www.ChannelCorp.com.
Availability
ChannelCorp can make our copyrighted materials available to your organization
for inclusion in your corporate newsletters and websites.
For information on republication, contact Bruce Stuart
- channelcorp@telus.net
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