In the fast-moving digital and IT Australian and New Zealand markets, the success of channel partners often hinges on the availability of quality leads, pre-sales technical support and efficient ordering systems. According to themselves, traditional IT distributors consider themselves the go-to golden sources for these requirements, but the reality is often far from ideal. So, let’s go on an undercover deep dive to understand why traditional distributors struggle to provide the value that they so implicitly say they would.
They Dance The Bureaucratic Tango
Many traditional IT distributors resemble bureaucratic mazes, complete with red tape and archaic digital systems that lack accountability or efficiency. This bureaucratic tango often means quotes, requests for support and general action is slow and cumbersome. This is not ideal for a busy MSP partner whose time is precious. As a channel partner, relying on these distributors can feel like navigating through a labyrinth rather than cruising on the information superhighway.
The Revolving Door Conundrum
“Hi! I’m Brayden, your new Account Executive!”… two months later… “Hi! I’m Jayden, your new Account Executive!”… three months later “Hi! I’m Trayden, your new Account Executive!”…
Does this sound familiar?
Traditional distributors frequently face the challenge of high staff turnover. A new face in the office every few months means lost institutional knowledge, poor handover of critical deal information, disrupted relationships, and a constant need to rebuild connections. This turnover not only slows down processes but also creates frustration for an MSP channel partner who negotiated the margin and terms on one deal and has to explain it time and time again to the new faces.
The Call for Revolution: A New Model of IT Distribution
Imagine a distribution service that breaks free from the shackles of bureaucracy and staff turnover—a model designed for agility, transparency, and long-term partnerships that is built around cloud-based quoting systems for efficiency.
Tell us more…. What does this look like?
- An Investment Into Collaboration Platforms
Implementing cutting-edge collaboration tools ensures seamless communication between channel partners and distributors. Real-time updates, instant messaging, immediate quotes, technical support SLA’s and shared dashboards can transform the way information is exchanged, fostering quicker response times and improved efficiency.
- Dedicated Account Managers Who Own The Business
Instead of facing a revolving door of account managers, MSP channel partners would benefit from Account Managers who actually have skin in the game with them. This would allow both distributor and MSP owners to immerse themselves in growth, understanding their customer’s unique needs and providing consistent service levels.
- Carefully Curated Lead Generation Programs
Harnessing the power of an internal, specialist and technical B2B marketing team that builds carefully curated lead generation programs that target high-value and qualified sales leads. This takes the guesswork and effort out of marketing campaign production, as well as saving time and resources for both distributors and channel partners.
- Streamlined Processes
Simplifying bureaucratic processes, investing in cloud-based quoting systems and embracing AI tooling for pricing and technical support means channel partners can access the resources they need swiftly. This agility fosters a responsive and adaptive distribution model, allowing partners to capitalise on market opportunities promptly.
- Technical Pre-sales and Implementation Services
A distribution service with the ability to ‘loan out’ technical engineers who can help with pre-sales activities, plus post-sales implementation, means channel partners do not have to invest in uniquely skilled technical resources. This ensures margins are maintained, profitability is achieved and the customer’s expectations are met.
For many resellers, systems integrators and emerging tech vendors, the traditional IT distribution channels have become a pain in the backside, plagued by a lack of personal touch, ineffective processes, and a pervasive sense of disconnect. It’s time to let these outdated channels crumble, and strip things back to the bare bones of what’s important.
With HAT Distribution, we go out of our way to make sure that you get:
- Personalised service that you can actually access;
- Simple technical systems and tools that you can actually use;
- A proactive partnership that brings you more business; and
- Post-sales enablement that supports your customers.
We do this by:
- Keeping a lean, but laser-focused team of technical experts.
- Automating the most critical components of the sales process to accelerate deal closure.
- Generating sales leads that turn into opportunities for our partners.
Interested to see how our model works in more detail? Have a beer with us!
