Sandy Anderson This is Me

 Web References

1. 1. ITSMA News

   www.itsma.com/News/ezine/2001/ - [Cached]

   Published on: 9/1/2001   Last Visited: 1/27/2008

   Sandy Anderson, senior director of strategy and integration for global services sales at Sun Microsystems, presented a recent Sun initiative that suggests some of the strengths and weaknesses of a purely incentive-based strategy.
   ...
   The program failed to promote longer term behavioral change on either side, according to Anderson. Sun hadn't developed the more comprehensive channel support program required for sustainable success, and the partners had not begun to shift toward a more solutions-oriented sales approach.
   
   Anderson and others participants at the sales forum agreed that providing channel partners more complete sets of information, tools, and training is essential to services sales success. No longer can the indirect channel be treated as an afterthought, with channel representatives feeling like second-class citizens. Marketing and sales organizations need to treat channel reps as much as possible as if they were part of the internal sales force, and develop similarly comprehensive programs to supporting their efforts.
   
   Sandy Anderson's presentation on "Leveraging the Channel for Greater Services Sales" was only one highlight of ITSMA's Annual Services Sales Forum.