Resellers need to focus on providing enterprise IT managers with broad-based network solutions rather than individual products in today's economic climate.
Networking appliance vendor Equiinet said companies of all sizes want appropriate business solutions and not technology for technology's sake, so resellers have an important role to play.
"Cost and complexity is a big issue today, and resellers must give buyers a good reason to spend money and show them a return on investment," said Bob Jones, managing director at the internet server appliance manufacturer.
Boxed solutions today can take away the complexity of networks, saving money and time, Jones said. Appropriate advice and support from the channel is important.
Reseller support is a key area for corporates to consider with company headcounts being reduced in many businesses.
According to Tony Fisher, general manager at networking reseller Deverill, IT departments at corporates struggle because they work on a project basis.
"Within corporate IT departments, the issue has always been that there is too much to do and too few people to do it because they work on a project basis and new projects always arise."
He believes this problem has been increased because of the current climate, with cuts being made in staff numbers.
"IT departments are often the first to suffer these reductions," he said. "Last week I sat at a table full of corporate IT managers and asked them to put their hands up if they had any spare resources. Not of them budged."
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