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Industry analysis is important for synthesizing market information, but resellers should always rely on their gut instincts when making important decisions about what markets to address, products to carry and solutions to focus their resources on.
The latest industry trend shouldn’t be the sole driver of important reseller business decisions, but is another factor resellers should consider as their business evolves. Rather than put all your faith in hot trends found in trade journals, resellers should weigh the buzz surrounding new technologies, emerging companies and new products with the experiences that helped you build your business and the wisdom you gained from solving real-world business problems.
It can be misleading to adopt a new technology or rely on a different vendor because of analysis from a market research firm or feature articles in trade magazines or online news outlets. Enterprise customers—particularly SMB customers—do not move as swiftly as reporters and analysts would have us believe.
For every point made by a well-known analyst, there’s a counterpoint—see our earlier blog, Is UC Dying on the Vine?, where we contest the popular pundit viewpoint that unified communications is in a death spiral and argue that from our experience at Novus, reseller opportunities with SMB solutions are just starting to emerge.
While the economy seems to be improving, it behooves resellers to pay more attention to what they see their immediate competitors doing than to what they read about in the market. Weigh everything you hear, but listen more closely to resellers and distributors than to one-size-fits-all analysis from...
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Come meet Novus and NEC next Tuesday, May 15th for a product training seminar on the NEC SL1100...
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As we wrote in a recent blog post, unified communications (UC) are a dominant VAR theme for 2012 as small and medium-sized...
