Whether a vendor or reseller, selling direct to end user customers takes investment in sales, marketing and intelligent systems.
Above all it requires patience to build trust that results in conversations that lead to relationships.
We know from talking to some of your potential buyers, they're aware as much as a year in advance what projects will be budgeted for in the next calendar year. Researching suppliers is a continual process.
Those demos and POC's you fight hard to win are often an early stage in the process. They're not necessarily ready to buy in a short time-frame. This doesn't make them time wasters, nor has it been a waste of time. Handled properly, over half will go on to buy.
If you don't have access to joined up systems and intelligence you're risking loss of momentum through gaps in the hand off process.
The answer, Amigo? Multi-disciplined resource, automated systems and analytics as an end-to-end managed service.
