The devil is in the details, the saying goes. When it comes to B2B selling, the dollars are also in the details. That’s something I learned many years ago while writing about the reseller channel. Back in 2000, the Internet caused significant disruptions of traditional reseller relationships, because many large technology vendors expected online sales to eliminate the need for resellers. They tried to sell direct, but failed to grasp the value that resellers provided to their end-user customers. So in 2000 and 2001, they tried to win back their jilted resellers.
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The Dollars Are in the Details - and the Details Should Be in CRM
Posted by: Christopher J. Bucholtz March 1, 2013 05:00 AMThe devil is in the details, the saying goes. When it comes to B2B selling, the dollars are also in the details. That’s something I learned many years ago while writing about the reseller channel. Back in 2000, the Internet caused significant disruptions of traditional reseller relationships, because many large technology vendors expected online sales to eliminate the need for resellers. They tried to sell direct, but failed to grasp the value that resellers provided to their end-user customers. So in 2000 and 2001, they tried to win back their jilted resellers.