Presentation TitleSlide subtitle/date

2© 2013 CompTIA Properties, LLC

Why indirect channels?Channels as a Force Multiplier

Vendor

CAMs Partners

End

user

cus

tom

er a

ccou

nts

3© 2013 CompTIA Properties, LLC

Partners add value…and build our brand equityBenefit of partners: having sales people you don’t have to pay to increase your revenue

Services

Maintenance Integration

Products

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Direct sales are typically between a vendor and its strategic and large accounts

DirectVendors sell software and hardware to other

vendors as platforms and components in their products

OEM

Vendors work with other vendors to bundle complementary technologies into prepackaged or tightly aligned offerings

Joint-marketing allianceDistributors are the logistics engines of the

channel, providing warehousing, shipping and inventory management services

Distribution

Vendor Vendor Vendor

Vendor Vendor

Strategic account

Large account

Packaged/aligned offerings

Software/hardware

Distributor Warehousing, shipping, inventory

5© 2013 CompTIA Properties, LLC

The two-tier channel partner is an intermediary that sells products to end users that ultimately take title

Two-tier resale partnerDMRs are volume-based partners that sell

through standing accounts and telemarketing

Direct market resellers

Retail sells mainly to consumers but also to small businesses

RetailNumerous vendors, distributors and solution

providers focus on restoring and reselling used hardware

SecondaryRetail

Consumers

Small businesses

End userTwo-tier

channel partner

Vendor

DMR

Standing Accounts

Telemarketing

Vendor Distributor Solution Provider

Used hardware

Restoring Reselling

6© 2013 CompTIA Properties, LLC

What is a channel program?

Partner

Deal registration

Training and Certification

Discounts Specializations

7

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8

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