Reseller Forms

Whitebox Special Report in CRN Magazine 13 Jun 2005: Copies are available from Compucon on request.

Gartner lead analyst, Craig Baty:
"Some thought SMBs would be price sensitive on everything, but that's more of a consumer attitude. SMBs will spend money if it's justified."

SMBs are focused on protecting existing investments when evaluating new IT products. Cost efficiency is a key selling point: any IT project that will save the business money has a greater chance of success.

Tips:
Assess the existing IT environment. Ensure your offering integrates with it.
Figure out cost savings your solution may generate and communicate these effectively.
Design a modular approach that can be phased in over time and extended as required.

ODM
Original Design Manufacturer: ODMs design and manufacture end products for OEM customers.

OEM
Original Equipment Manufacturer: OEMs produce, market and sell their designs to end customers (possibly through a distribution/reseller channel).

SKU
Stock Keeping Unit: Prounounced skyü or skew, not S-K-U
A SKU is an identifier that is used by merchants to permit the systematic tracking of products and services offered to customers. Usage of the SKU system is rooted in the drill down method, pertaining to data management. Each SKU is attached to an item, variant, product line, bundle, service, fee or attachment. Successful inventory management systems assign a unique SKU for each product and also for its variants. For example, different models of product, or different bundled packages including a number of related products, have independent SKUs.