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Some computer resellers were adamantly against certification. These
were the spirited entrepreneurs, who had been computer resellersin one
form or another for years, who felt their clients' success stories are
what "certifies" them, and who would rather have business
referrals than a certificate hanging on the wall of their office.
On the complete other side of the fence, some of the computer resellers
at the Roundtable felt that being certified was critical to their business
and that certification was all about proving integrity and
credibility.
On balance though, most of the computer resellers felt, as evidenced by
the premise behind the Microsoft Direct Access program, that certification
is not as necessary as many within Microsoft would like to think it is.
The sentiment was that small business leads are generated more though
personal references than through small business owners actively seeking
certified computer resellers.
Two themes emerged from the Roundtable meetings that highlighted what
computer resellers needed most.
1. Technical support
2. Marketing support
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