What we have here is a failure to communicate. – Part 1

In the IT distribution channel, much is made of process flow, new business initiatives and communication.  Unfortunately what these all have in common is one thing—they are all broken.  Vendors continue to try to find a way to communicate product information and promotion information to both distributors and resellers.  Distributors want to communicate promotions, special financing offers and new product offerings.  Resellers want information when they want it, tailored to their needs and their impression is no one is listening to them.

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A Failure to Communicate, Part II

Previously we discussed the issues of channel communication breakdown from both a product knowledge and promotion information standpoint.  Now that we have identified the problem, let’s take a look at the vertical search solution.

“Placement in vertical search engines is all about fishing where the fish are. You need to go where the target group you're trying to reach is," says Scott Virkler, vice president of business development at GlobalSpec, which links buyers and sellers of electrical, mechanical and optical products and has been around since 1996.

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