The rights resellers should be able to demand

Opinion

The rights resellers should be able to demand

With Gartner spending most of the last few weeks coming up with sets of rights for those selling IT maintenance and users' cloud rights it seemed like a good idea to set out the things resellers should be able to expect from customers.

Sadly most of the time the dealer is the whipping boy used to provide miracles at the cheapest price and liable to take the flak if anything goes wrong.

But wouldn't it be great if there were rights that resellers could expect and even demand from customers? Here are my six but please feel free to suggest your own. Who knows we might be able to devise a code of conduct.

What resellers have the right to expect from customers:

  • The right to be dealt with sensibly
  • The right to be understood by people with some technical knowledge
  • The right to have the value of services understood
  • The right to have a customer that can look beyond just price
  • The right to deal with a customer that understands the value of accreditations
  • The right to tell the customer they can't do everything for less

This was first published in July 2010

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