Channel Mavens: Recent Comments

Comment on Getting There Firstest With The Mostest--A Channel Spotlight

2007-06-22T13:43:08Z

Dave, I appreciate the view that you have chosen to share. Is it possible that in fact the rights and best interest of the consumer have in fact been considered?
You have shared but a few lines out of a book that has been written over 10 plus years of time. If you complete the story you would then have to include the chapter on what is called the Review Process a key component that precludes the concept of restrictions or lock outs. In fact the program I designed has always allowed for the consumer to purchase from their vendor of choice and if they choose directly from the manufacture.
Supporting an indirect channel provides the consumer benefit of reducing fixed overhead for the manufacture. This can provide a direct benefit by enabling the opportunity for a lower consumer cost.
One of the downsides for many consumers with an indirect model is the feeling of being detached from the manufacture. They would like to believe that the manufacture knows of them and understands their needs.
A key component of any good registration program is to provide the Manufacture with the benefit of capturing the information of the sales process that is usually only provided by a direct sales force while not incurring the associated costs. The initial registration is but a small part of a properly managed program.
By updating the information associated with the registration the manufacture has the ability to monitor the progress and condition of the opportunity and if the consumer elects to contact the manufacture directly the manufacture is in their best position to interface with the consumer from an educated and informed position.
In addition it provides the opportunity to improve product forecasting resulting in improved inventory management which can translate into additional consumer savings.
Dave, I am not an ivory tower guy and the consumers and System Integrators that know me worldwide will testify to this. I have interfaced with hundreds of consumers that purchased products associated with the registration program I developed and as testimony to the process which I originally introduced in the middle 90's the manufactures that utilized my program have thousands and thousands of satisfied customers.
I will not comment on the many companies that have tried to copy the principals of the program that I created. Their justifications and motives in most cases do not at all reflect the spirit of my design. The program that I developed was created to provide the foundation of a single point of reference, a cornerstone to support the consumer, the System Integrator and the Manufacture through their entire sales process and continuing relationships.
Market value and ultimately consumer cost is regulated by competitive product and market valuation. A registration program will never isolate or benefit a manufacture or System Integrator nor will it ever restrict a consumer from this self evident process of fair trade.

Comment on Dell Drops The First Shoe Into The Channel -- A Channel Perspective

2007-05-22T22:27:14Z

NY Times, Damon Darlin's article citing a comparison of HP and Dell to stereotypical high school 'girls' is distractingly offensive. Strange for the NY Times to quote Bhavnani's sexist remarks - in an innovative 'design' article. Definitely out of touch, particularly with anything innovative/modern. Darlin, your readers (women included) deserve better.

Comment on Dell Drops The First Shoe Into The Channel -- A Channel Perspective

2007-05-21T07:47:15Z

When Bhavnani describes HP and Dell as two "girls" one might have known in high school (the plain girl and the hot girl - lovely), he's revealing how little he's grown since those days. If he were the kind of boy to notice, he probably would remember the innovative and smart young women in his class who could now buy and sell his company a few hundred times over.

Comment on Sun Screen -- A Channel Perspective

2007-04-26T18:35:26Z

they got it all right as far as tagging Sun for their indiscretions...

Comment on And Their End Users Shall Lead Them... -- A Channel Spotlight

2007-04-14T13:44:00Z

Good question.

The most effective way to tune-in will depend on a number of factors. Among the best methods to learn about the end-user experience is to conduct interviews and surveys directly with the user community. This is often best accomplished with considerations of the geographic region, business segment and/or class of products sold. Another interesting way involves building of a number of ongoing dialogues with a chosen cross section of the users to not only understand the experience of buying and installation but the value received after the sale.

In short, there is not one clear best way to tune-in, but the rationale to do it is very clear. The best vendors consider their channel partners and the assorted programs a means to an end and not an end in itself. The reason to tune-in revolves around the rightful end to all the channel programs which is to build satisfaction in the end-user base. The users view (your view) is great place for the vendor to start when fine-tuning his channel programs.

Look for more on this topic in upcoming installments.

CMD

Comment on And Their End Users Shall Lead Them... -- A Channel Spotlight

2007-04-11T15:49:51Z

Useful perspective. Regarding Rule #1, what woudl you say are the most effective ways to tune in to your end-users? I'm an end-user myself. Thanks.