wayside technology and the niche distribution game (slides)
TRANSCRIPT
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Wayside Technology
and the Niche
Distribution Game
Courtesy of the
Small Business Computer Consulting Blog
http://blog.sphomerun.com Creative Commons Image Source: Flickr Nick Saltmarsh
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The Distributor
Focuses its
Business Through
Two Subsidiaries:
Sponsored by ComputerDistributorGuide.com
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• Lifeboat
Distribution
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• TechXtend /
Programmer’s
Paradise
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It Also Runs Sales
and Fulfillment
Services For
Software
Publishers,
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Using Its Channel
Services Unit
Called International
Software Partners
(ISP)
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Particular About
Making a Profit
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Wayside
Technology
Uses a Strategy of
Covering Segments
Of the Market
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That Its Larger
Competitors Have
Chosen to Ignore
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Vendor Product
Ranges for
Targeted Sectors
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Other Vendor
Partners Include
CA Technologies
Inc., Quest
Software, Inc.,
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And Intel
Corporation for
Broader Product
Ranges
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Track Record and
Success Factors
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A Diverse Vendor
Base is What the
Distributor
Considers
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To be One of the
Reasons for Its
Success
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It Attributes Its
Current Success
to a Drive Towards
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Virtual
Infrastructure-
centric Business,
Expansion
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Into a Number of
Key Additional
Product Lines, and
Increasing Account
Penetration
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What is Your
Preference for
Working With a
Distributor—
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One-stop
Shopping or
Individual
Distributors
Specialized
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In the Areas of
Particular Interest
to Your
Customers?
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Share Your
Thoughts With Us
in the Comments
Section
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Creative Commons Image Source: Flickr Nick Saltmarsh
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