Let it be known and preached from the mountaintops: Know your business. Communicate. Don't be too stingy.
These are but a few of the 10 canons that CIOs, resellers and other experts cited when asked their secrets to success in that most sacrosanct of relationships--user and technology supplier.
Eric Goldfarb, CIO of Atlanta-based PRG Schultz-International Inc., a $375 million cost recovery and auditing firm, has used resellers--the infamous middlemen who are supposed to add value but sometimes just add cost to IT purchases--in nearly every niche over the years. One advantage, he says, is that they are unbiased and can help you choose the best overall solution from the vendors they represent. Many also have experience working with the midmarket and may understand your needs better than a large manufacturer. "Resellers tend to be midmarket businesses themselves," he notes, so every customer is important. "You'll likely have one point of contact [and] when you need help, you'll know where to turn."
The process begins with your own clarity of vision: Do you need components or a larger system with different pieces? That alone can affect the reseller you choose: Some provide a wide range of services, from installing components a la carte to engineering and assembling a complete solution, while others focus on moving commodity products.
In the end, services offered, reference checks and gut feel contribute to reseller selection, while working as partners--with all the communication, respect and flexibility that implies--sustain success.
