Tactical Adjustments For Tough Economic Conditions
(This article originally published in the Global Services Oct 2008 issue www.globalservices.com)
Consider indirect sales channels. For outsourcing companies trying to penetrate the US mid-size and small business market, an indirect sales strategy through the Value-Added Reseller and System Integrators channel is often the only viable approach because of the overwhelming number of SMB prospects. Many VAR’s and SI’s focus on a particular geographic market or vertical and have extremely high credibility with those customers. Selling through OEMs, other technology companies and even other outsourcers is another very strong indirect sales market for many niche ITO and BPO outsourcers. These larger companies are a great way to penetrate the biggest corporations, the challenging US mid-market and even small business.