Q3/Q4 Economic Forecast For Resellers

Keith Bradley, Sr. Executive Vice President and President North America for Ingram Micro, talks with Jameson Publishing and Business Solutions magazine President Jim Roddy in this exclusive Executive-To-Executive interview. In this interview, Bradley provides meaningful data on the current economic state of the channel, predicts what's ahead for 2010, and lists the top three actions he recommends for VARs take as soon as possible.

"A lot of people use the term 'solution selling,'" Bradley says. "I would recommend that people go beyond that and start 'results selling.' So when you're in your conversations with your end user, really ask them what business result they're trying to drive at their business and then sell them a technology solution that drives that business result. ...

"Get ready for the cloud. Really get educated on the cloud and start to embrace the cloud because that is significantly going to help the VAR business from a profitability perspective and from a value perspective in the years to come."