Premium Essay

Why Resellers Don't Sell

In: Business and Management

Submitted By hhorgen
Words 2373
Pages 10
Why Resellers Don’t Sell

MARCH, 2006

Why Resellers Don’t Sell

Properly structured and supported, indirect channel are often the fastest, most cost-effective way for a company to scale its business overseas. But, the fact is – most resellers don’t sell. And the reason they don’t sell has much more to do with you than your technology, the marketplace or the reseller’s business. The prospects of partnering with international resellers and gaining access to new markets is an exciting one for any company. It can be quite gratifying to have someone from another country share your vision and be willing to make the commitments and investments needed to help expand your business in areas where you don’t have the time and/or resources to establish a direct presence. The motivations behind a reseller’s interest in your technology will vary. But, regardless of their motivation, once you have the contracts signed, they are supposed to get to work marketing and selling your technology and you can wait for the international orders to come in. And you wait … three months, six months, twelve months. Nothing. So what happened? Why didn’t all of those partners go out there and sell?

Signing contracts with resellers is easy – getting them to actually sell and support your product is more of a challenge.

There are many dynamics at play in building a successful channel – the needs of the channel partner, the needs of the end user, and last, and perhaps least, the needs of the vendor. All of these have to be balanced properly in order for a channel program to succeed. The purpose of this white paper is to explain some of the fundamental reasons why channels don’t work. Armed with that understanding you will be in a much better position to build a channel program that does work.

Why Resellers Don’t Sell

Resellers Carry More Products than They Sell…...

Similar Documents

Premium Essay

Why Don't We Eat Dogs?

...Why Don’t We Eat Dogs? Franklin Salcedo DeVry University 01-27-2013 Why Don’t We Eat Dogs? What makes some animals better than others? Or better yet, why do we eat certain animals while it is a crime to eat others? It is questions like these that many people would hope to ignore forever or rather avoid. But as humans, these are the type of questions which define us as better beings and often challenge us to think and act in a way that’s worthy of our better capabilities, intellect, conscience, and hearts. If only an animal would ever speak or rise up the way many human rights activist did in the past in defense of human equality regardless of race or skin color. Surely we would have massive protests and riots from pigs, cows, lambs, goats, and many other animals whose rights are just completely ignore by the vast majority. It is sad to see that these rights are only applied in favor of a handful of animals, while others are locked away and confined to feedlots where the powerful meat industry obliterates their rights and turn their lives into profitable pieces of meat. Though it is legal by law, culture, and trade, the maltreatment and killing of these animals to feed the inhumane and greedy meat for profit industry must stop not only because it violates animal rights, but also because it promotes an agenda of animal abuse, exploitation, and unhealthy human nutrition for generations to come. Instead, the Government should partner up with animal rights activist groups......

Words: 2645 - Pages: 11

Premium Essay

Why Don't You Dance?

...How Raymond Carver’s “Why Don’t You Dance?” came to life on screen Dan Rush’s Everything Must Go is about a successful businessman whose life ambitions get demolished by a midlife crisis due to his addiction of alcohol. On a business trip nick relapses and ends up sleeping with one of his co-workers. The consequences of his relapse result in the termination of his employment and his wife leaving him. Nick goes home to find the locks changed and all his possessions on the lawn. Disgusted by the situation, Nick sits down on the couch in his front yard and drinks a case of beer. His life is now on display for his whole neighborhood to see. Raymond Carver’s “Why Don’t You Dance?” does not accurately describe why Nick is living on his front lawn, because he is still allowed access to his home. The film and story both have Nick living on his front lawn, although the story supports the theme of having your life on public display. In Rush’s film, he enhances the setting, characters, and plot from Raymond Carver’s short story “Why Don’t You Dance?” to support the theme of living a life full of regret and that nobody is perfect. The setting of Dan Rush’s Everything Must Go sets the mood for the viewers through the eyes of Nick Halsey. Nick sits in his car after getting fired and reminisces through flashbacks of the occurrence in his mind. While nick’s appearance is cliché, his emotions are becoming unveiled on camera by Rush’s ability to bring out his thoughts. Close up’s...

Words: 908 - Pages: 4

Premium Essay


...Statement of Relevant Facts Sell-It Products Inc.’s business is the manufacturing, marketing, and distribution of consumer products. The SEC sent the company an e-mail with several concerns about their reportable segments disclosed in their Annual Report. Following are relevant facts: 1. SPI sells all its products to grocery stores, drug stores, and mass merchandisers in the United States, Canada, Mexico, Asia, and Europe. 2. SPI is organized into three divisions that include the following products: a. Beauty care — cosmetics and shampoo. b. Family care — paper towels and diapers. c. Drinks and snacks — Blasto Energy Drink, Jazzy Juice, and Fruit & Granola Snacks 3. Managers responsible for each product line (product managers) report to the respective divisional executive vice presidents (EVPs), who are responsible for the day-to-day operations of the division, and EVPs report to the chief executive officer (CEO) who makes decisions based on the following information: a. Strategic direction and resource allocations of SPI b. Consultation with the other corporate officers c. Review of the monthly operating package (MOP) 4. The CEO is the highest level of management that makes decisions about SPI’s overall resource allocation to different areas of the business based on gross margin by product. 5. The CEO and the controller continue to believe that three reportable segments are appropriate on the basis of the following: a...

Words: 319 - Pages: 2

Free Essay

We Don't Sell Just One Glove

...Topic: We don’t sell just one glove When we are going in a department store to buy gloves, you don’t ask for one glove because you lost or just you want to buy one!!! The sales person will look at you and first think she is kidding and second call the police she is crazy… The store offers to you a package that contains the pair. The problem now we are selling one glove, question: what is happening with the rest the package? (It’s not all the time, but it’s happening). Example: I went to TMHS and I had a chance to meet my treatment team, and that day I was very angry. I looked the therapist and asked for her to be brief, and that I didn’t want therapy, care coordinator, no nurse, and just wanted to see my doctor. The therapist looked me, no question and told it was fine. You could come back in one week to sign your IPOS. Red Flag!!!! ONE GLOVE WAS SOLD!!! WHERE’S OTHER PART OF THE TREATMENT PLAN???? Same scenario with realistic and happy ending for everybody, I hope. I went to TMHS and I had a chance to meet my treatment team, and that day I was very angry. I looked the therapist and asked for her to be brief, and that I didn’t want therapy, care coordinator, no nurse, and just wanted to see my doctor. The therapist was surprised, but decides at the moment just listen me and waited for more details. After she ask for my goals I would like to work on and maybe help my with my anger issues. The CPSS asked me why I was so angry, and she shared that for her recovery......

Words: 411 - Pages: 2

Free Essay

Authorized Reseller Agreement

...SAMSUNG RESELLER AGREEMENT CONFIDENTIAL AND PROPRIETARY INFORMATION This Reseller Agreement (“Agreement”) is entered into by and between Samsung Telecommunications America, LLC, a limited liability company created and existing under the laws of the State of Delaware having executive offices at 1301 East Lookout Rd., Richardson, Texas 75082 (“Samsung”), and ________________, created and existing under the laws of the State of ______________________ having executive offices at _______________ (authorized “Reseller”). 1. SCOPE AND GRANT OF RIGHTS For authorized Products and subject to the terms herein, Reseller is hereby granted a personal, nontransferable, nonexclusive right to purchase from Samsung Authorized Distributors Accessories for Resale to End Users within the United States (“Territory”). In order to Resell Accessories through use of the internet, Reseller must be approved by Samsung and agree to additional terms and conditions. 2. DEFINITIONS For the purpose of this Agreement, certain terms have been defined below: a) “Accessories” means authorized Samsung Products; provided such authorizations shall be determined at the sole discretion of Samsung. For the avoidance of doubt, Accessories, as it is used herein, shall be limited to those products offered by Samsung Telecommunications America, LLC and does not include products offered by any other Samsung Telecommunications America, LLC affiliate. b) “Authorized Reseller” means a person or entity that is authorized......

Words: 5204 - Pages: 21

Free Essay

Factors Why Some Students in Msu-Iit Don’t Know About Economics

...FACTORS WHY SOME STUDENTS IN MSU-IIT DON’T KNOW ABOUT ECONOMICS ______________________ A Research Proposal Presented to the Department of Business Economics College of Business Administration and Accountancy MSU-Iligan Institute of Technology ______________________ In Partial Fulfilment of the requirements for the Course Economics 102 Econometrics _____________________ Jaycris C. Arquion August 2013 Ignorance in Economics Subject is not offered in the course taken courses that offers economics subject lack of interest promotional activity of the subject CHAPTER 1 Introduction CHAPTER 2 Review of Related Literature This study discusses the factors why people do not know economics. The researcher gathered the related literatures that are considerably helpful in conducting this study. This chapter encompasses the following categories which are mainly the economics and its meaning, the benefits of knowing economics and reasons why people are oblivious about economics. Economics and its Meaning People of today’s generation are only aware of economics as an activity in which only supply and demand of a certain product is concerned. According to Robbins (2013), Economics is the study of given ends and scarce means. It is the science which studies the human behavior as a relationship between given ends and scarce means which have alternative uses. In connection to this, Economics is all about making choices. Meanwhile, Caplan and......

Words: 842 - Pages: 4

Premium Essay

Why Don't We Listen Better?

...Why Don’t We Listen Better?   Practical Book Review: Why Don’t We Listen Better? Communicating & Connecting in Relationships: By: James C. Petersen SUMMARIZE! Why Don’t We Listen Better? Communicating & Connecting in Relationships by James C. Petersen was published in 2007 by Petersen Publications in Portland, Oregon. This is a self-help book that places listening in a juxtaposition relationship with the ability to connect with others in relationships. Starting the reader out Petersen (2007) illustrates the importance of effective communication. Placing emphasis on the need to refrain from allowing emotion to rule what is communicated he recalls incidents that helped him to form his theory of communication, efficiently titled: The Flat-Brain Theory of Emotions. Utilizing single line graphic drawings of a person (from the waist to the head), Petersen (2007) illustrates and differentiate emotional reaction formation from thinking reaction formation. Labeling the origin of reaction as coming from one or more areas of the body he gives consideration to reactions one might have as coming from the stomach (“emotions or feelings” (p. 11)), heart (“concerns, suggestions, and support” (p. 12)), or head (thinking, planning, remembering, reviewing, deciding, [and] rationalizing” (p. 12)) and calls for the reader to make constant observations as to where their reaction(s) might be coming from. Addressing two levels of communication, Petersen (2007) reveals to the reader that......

Words: 1715 - Pages: 7

Premium Essay

Why Schools Don't Educate

...Schools in Amеrica havе many flaws, but it’s unclеar what somе of thosе arе. Amеrican schools rank at thе bottom of ninеtееn nations in rеading, writing and arithmеtic. Our tееnagе suicidе ratе is thе highеst in thе world. Somеthing is wrong and it just may bе school. Thе truth is that schools don't rеally еducatе, thеy only tеach how to obеy ordеrs. This institution, known as school, is cruеl and has no consciеncе. A bеll rings suddеnly somеonе, who is writing a poеm, must closе his notеbook and walk up thе hall to diffеrеnt classroom whеrе hе or shе must mеmorizе somеthing еlsе, until thе bеll rings again. Schooling is an invеntion of Massachusеtts. It was madе mandatory around 1850. It was rеsistеd, somеtimеs with guns. Еvеntually thеrе was onе outpost lеft in Barnstablе on Capе Cod. Thе parеnts and guardians rеfusеd to surrеndеr thеir childrеn until thе 1880's. Thе arеa was sеizеd by militia and childrеn marchеd to school undеr guard. A study takеn not too long ago claimеd that prior to compulsory еducation thе statе litеracy ratе was 98% and aftеr it thе figurе nеvеr again rеachеd abovе 91% whеrе it stands in 1990. Schools wеrе dеsignеd by Horacе Mann and Barnard Sеars and Harpеr of thе Univеrsity of Chicago and Thorndykе of Columbia Tеachеrs Collеgе and somе othеr mеn. Thеsе schools wеrе to bе usеd instrumеnts to sciеntifically managе a mass population. Schools, in thе long run, producе formulaic human bеings whosе bеhavior can bе prеdictеd and controllеd. Thе......

Words: 429 - Pages: 2

Free Essay

Sell Speech

...Have you ever just had a bad hair day? When you woke up and no matter what you did, you couldn’t get it to lay right? Well I am here to tell you about a hair product that could end your bad hair days forever. Affordable, quality products are often kept secret. They blend in with other fancy named products and often go unnoticed. My sister in law has been a hairstylist for 17 years and has used and sold this product to almost every client she has had. Today, we will look at a hair serum that can help you achieve a salon quality hairstyle right in your own bathroom, with your own fingertips, at a much cheaper cost. First, I want to tell you why you need this product. According to the Milady Standard Textbook of Cosmetology, the average growth of hair is around ½ inch per month. Many people don’t see this hair growth because environmental factors often cause the hair to break off at the ends. Your hair needs some type of protection against these environmental factors. It is one of the first things that people notice about you. It is the first thing that we either compliment, or sit back and silently notice how bad it looks. Most of us have made at least one bad first impression, or been embarrassed because of how our hair looked when we’ve met someone for the first time. Whether it be a prospective date or employer, we have all experienced this. Many hair smoothing products are very overpriced. They leave clean hair looking greasy, while it feels weighted down and looks like......

Words: 550 - Pages: 3

Premium Essay

10 Reasons Why We Don’t Need Gm Foods

...10 REASONS WHY we don’t need GM foods With the cost of food skyrocketing – hitting not just shoppers but the poor and hungry in the developing world – genetically modified (GM) foods are once again being promoted as the way to feed the world. But this is little short of a confidence trick. Far from needing more GM foods, there are urgent reasons why we need to ban them altogether. 1. GM foods won’t solve the food crisis A 2008 World Bank report concluded that increased biofuel production is the major cause of the increase in food prices.1 GM giant Monsanto has been at the heart of the lobbying for biofuels (crops grown for fuel rather than food) — while profiting enormously from the resulting food crisis and using it as a PR opportunity to promote GM foods! “The climate crisis was used to boost biofuels, helping to create the food crisis; and now the food crisis is being used to revive the fortunes of the GM industry.” — Daniel Howden, Africa correspondent of The Independent2 “The cynic in me thinks that they’re just using the current food crisis and the fuel crisis as a springboard to push GM crops back on to the public agenda. I understand why they’re doing it, but the danger is that if they’re making these claims about GM crops solving the problem of drought or feeding the world, that’s bullshit.” – Prof Denis Murphy, head of biotechnology at the University of Glamorgan in Wales3 commercialization, genetic engineering has failed to significantly increase US crop......

Words: 2312 - Pages: 10

Free Essay

Why Don't We Complain?

...Jordan Swaim 9/21/2014 S/R Why Don’t’ We Complain? In the essay, “Why Don’t We Complain”, written by William F. Buckley Jr., the author explains some situations that he was involved in where no one would complain to fix an uncomfortable situation. He argues that Americans would rather face the inconvenience such as sitting in miserable heat on a train or not having your lunch tray collected on a plane. Buckley writes this essay as a result of constantly finding him accepting the inconvenience of life that could easily be fixed if he were to just speak up. The first theory Buckley stated is that everyone expects someone else to complain instead of them. You can’t go around expecting someone to always do the job for you. You need to speak for yourself. If no one is ever willing to say something, then how is the problem ever going to be solved? I felt that this problem was one if the author’s powerful points in this essay. One example he used, was one day when he was on a train and the temperature was very uncomfortable. It was 85 degrees on the train but below freezing outside. He knew that everyone was suffering from the heat, including himself, but no one ever said anything about the temperature being changed. He then said, “It isn’t just they who have given up trying to rectify irrational vexations” (pg. 77). People always expect someone else to stand up and complain about the situation. The second theory that Buckley explained was that people are afraid to state......

Words: 542 - Pages: 3

Premium Essay

Why Consumers Don't Buy Case Analysis

...Why Consumers Don't Buy Executive Summary New products are introduced to market quiet often, but two-third of the new products fail to live up to companies expectations despite the clear advantages they offer over what is currently available in the market. Further more the highly innovative products fail at considerably higher rates compared to products that share similarities with existing products. Many products fail because the businesses fail to consider the psychological bias of the customers. Considering the various research data provided in the case we believe four major psychological factors influence customer's behavior with regard to the purchase of new products. a) Customer overvalue items in their possession than items not in their possession(The Endowment Effect) b) Customer evaluate products in terms of gains and losses c) Customers evaluate products with respect to some salient reference point d) Customers are accustomed to the usual way they do things and are reluctant to adopt new methods Problem, Analysis and Recommendation Companies assume that people will adopt new products that deliver more value than the existing products available. So companies focus only on developing innovations that are objectively superior to incumbent products. As such, companies fail to capture the psychological biases that affect the decision making process. The various psychological factors influencing the customer behavior and the possible recommendation for......

Words: 841 - Pages: 4

Premium Essay

Why Don We Sell the Club

...MIA ICS Case Writing Group Case Study No. 3 WHY DON’T WE SELL THE CLUB? By Hur Tze Huan CA(M), FCMA(UK), CFP, MBA(UKM), Cert. Trainer The Club Releks Golf & Country Club (the Club) was one of the few members’ clubs in Malaysia. Its 4,000 plus members not only enjoyed golfing and other recreational activities of the Club, they were also each a part owner of the Club’s assets, including the land. The Club’s 36-hole course sat on 300 acres of prime land surrounded by residential and shop-office properties. In addition, the Club had accumulated a cash reserve of RM10 million over the years. This was placed in fixed deposits at several local banks. The organization structure of the Club was just like any other club or association. The President, Vice President, Honorary Secretary, Honorary Treasurer and 8 committee members made up the decision-making inner circle, called the General Committee (the GC). The GC was the equivalent to the board of directors of a company. The biannually elected GC members served on honorary basis. The Club operated on an annual budget of over RM10 million. The operation of the Club was complex. It employed a work force of more than hundred persons to run the day-to-day activities. The work force was headed by the General Manager (GM). Under him there were 11 functional departmental managers or executives. The departments were finance, food and beverages (F&B), golf operation, course maintenance, membership, administration &...

Words: 3186 - Pages: 13

Free Essay

Why Teams Don't Work

... Why Teams Don’t Work Kristie Barela July 9, 2013 Business Communications South University Online Why Teams Don’t Work Within our business culture, the use of teams is something wonderful, but it’s also not so wonderful. In the U.S. there is a common held assumption that working in teams produces better results (Teel, 2009). Teams have often been thought of as safe hubs where individuals can feel supported, creative, and productive (Teel, 2009). According to research by Richard Hackman, this assumption is being challenged. In May 2009, the Harvard Business Review published an article titled “Why Teams Don’t Work - An Interview with J. Richard Hackman,” and many heads were turned because of his research (Elliot. 2010). This research completely contradicts how we run our business here at Barela Industries; however, I believe the information presented before you will shed some light as to the various factors, according to Hackman, as to why using teams to complete a complex project may not be the best approach. The purpose of this report is provide information about the history and characteristics of teams, the benefits of using teams, as well as the reasons behind why teams fail and the possible solutions. HISTORY OF TEAMS Although the idea may seem quite new, I will tell you that teams have been around for quite some time. Even thousands of years ago, there were teams that collaborated together for the purpose of hunting and gathering for the people in villages. In today’s......

Words: 3173 - Pages: 13

Free Essay

Book Review: Why Don’t We Listen Better?

...Book Review: Why Don’t We Listen Better? HSCO 508- Studies in Interpersonal Communication Destany Sanders Liberty University November 28, 2015 SUMMARIZE! “Why Don’t We Listen Better?” by James Petersen is about different ways to improve your communication skills and how to become a better listener. Peterson breaks it up in five different parts, the first part talks about different options one can take when communication. The second part helps develop different approaches on the talking and listening process, the fourth part indicates different listening techniques, and the fifth section concludes it all. In Petersen’s first part “Options in Communicating,” develops several different theories and emotions that are known as the Flat-Brain Theory, this is something that alters your hearing, sight, thinking, as well as your sensibility to things. One who suffers from flat-brain syndrome often believe that others are the problem (Peterson, 2007). The flat brain theory contains a formula of one’s self that includes the stomach, heart and head, the stomach consists of our emotions and feelings, the heart gives and receives concerns, and the head incorporates thinking planning, and remembering (Peterson, 2007). Peterson indicates that the way one think may change their feelings. In the Talker-Listener process, it is Peterson’s way to remind people that you do not overpower to get your point across you have to take turns and......

Words: 1718 - Pages: 7

The Equalizer 2 | House of Strangers | └ Haustierbedarf