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1. Presentation Title
Slide subtitle/date

2. © 2013 CompTIA Properties, LLC
Why indirect channels?
2
Channels as a Force Multiplier
Vendor
CAMs Partners
Endusercustomeraccounts

3. © 2013 CompTIA Properties, LLC
Partners add value…and build our brand equity
3
Benefit of partners: having sales people you don’t have to pay to increase your revenue
Services
Maintenance Integration
Products

4. © 2013 CompTIA Properties, LLC
Direct sales are typically between a vendor
and its strategic and large accounts
4
Direct
Vendors sell software and hardware to other
vendors as platforms and components in
their products
OEM
Vendors work with other vendors to bundle
complementary technologies into
prepackaged or tightly aligned offerings
Joint-marketing alliance
Distributors are the logistics engines of the
channel, providing warehousing, shipping
and inventory management services
Distribution
Vendor Vendor Vendor
Vendor Vendor
Strategic
account
Large
account
Packaged/
aligned offerings
Software/
hardware
Distributor Warehousing, shipping, inventory

5. © 2013 CompTIA Properties, LLC
The two-tier channel partner is an
intermediary that sells products to end users
that ultimately take title
5
Two-tier resale partner
DMRs are volume-based partners that sell
through standing accounts and
telemarketing
Direct market resellers
Retail sells mainly to consumers but also to
small businesses
Retail
Numerous vendors, distributors and solution
providers focus on restoring and reselling
used hardware
Secondary
Retail
Consumers
Small
businesses
End user
Two-tier
channel partner
Vendor
DMR
Standing
Accounts
Telemarketing
Vendor Distributor Solution Provider
Used hardware
Restoring Reselling

6. © 2013 CompTIA Properties, LLC
What is a channel program?
6
Partner
Deal
registration
Training and
Certification
Discounts Specializations

7. Section title
Section ID
7

8. Section title
Section ID
8