The value proposition for a Consumer Nas Market is quite different to the value proposition of the NAS for the SMB market; for this reason also the relative best practice for the channel must be different.
To build a best practice to propose this solution, the channel must be able to:
1) Sell and manage the concept of home networking;
2) Sell and manage the roles of the NAS in the home networking.
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The NAS solutions for the SMB sectors are registering two digit growth rate in 2010.
A broad definition of NAS for SMB is an appliance under 2000 euro (without hard disks), without a Microsoft operating system, without a dedicated raid adapter card and with SATA or SAS hard disks hot swap bays.
In this post I will introduce the main economic and technical scenario that an inside sales working in the B2B channel should know in order to sell NAS to the SMB Sector.
In the sales activity of my Company the requests of quotations for Wifi Point to Point connection (often called Wifi bridge connection) are now business as usual. For this reason a distributor (but also a reseller) must develop a best practice to answer in an effective way.
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This is the first of a series of posts regarding the sales best practice in the B2B ICT channel.
Even if it deals mainly with the distributor’s practice, I think other partners of the chain channel can find it useful. The end user itself might use this best practice to understand if his partner his making the right questions (or just understand why the partner is making so many questions 
).
In this post I will deal with one of the basic – and more frequent – question in my current sale activity: what’s the best (technically and economically) way to connect to Internet? continue reading…
