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ISV/VAR Solutions
Typical Problems facing our partner organizations
Cost of additional personnel and product certification
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The Problem
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To offer infrastructure products and services in a credible way, it is essential to carry high cost personnel with extensive expertise in the specific areas of product and service delivery. These people must often go through time intensive and costly manufacturer certification processes prior to authorization. Cost often prohibits the staffing of too many product types.
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Clerity Answer
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Clerity alleviates all of this technical and cost burden by providing the partner access to our certified technical experts for use in their sales engagements.
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Desire not to appear biased toward any specific product
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The Problem
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Often organizations do not want to appear to be biased toward one particular hardware option or vendor so they stay completely neutral.
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Clerity Answer
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Clerity offers a multitude of hardware and infrastructure solutions including IBM, HP, Sun and others. This allows the client to choose from all of the major infrastructure products in the market today.
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Issues around introducing third party organizations into their client base
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The Problem
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Organizations quite often do not want to introduce a potential competitor into their client base and therefore do not work with partners. Also, in some organizations introducing a third party vendor is perceived as confusing to the sale.
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Clerity Answer
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Clerity prides ourselves on our client Protection program within our partnering solutions. We ensure before the first prospect is engaged that our partner is protected from any issues relating to our direct involvement with their client base. Our proven track record with our existing partners is our validation and our credibility in this area and we welcome discussions between prospective new partners and existing Clerity partners.
Clerity solves the perception issue of introducing a third party to their clients in several ways. The generic way we handle this is to leave completely open the manner in which we are represented by our partners to their prospects and clients.
Clerity can be represented, if desired, as part of our Partners direct professional services team which removes all confusion immediately. With certain vendors, including IBM, programs are also in place to allow invoicing for products to be provided from our partner directly to their client as opposed to being provided by Clerity directly. In these cases, Clerity invoices our partner and they invoice their client to complete the transparency of Clerity’s participation.
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Client Procurement Restrictions
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The Problem
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Some clients, especially very large clients, are prohibited from adding additional suppliers to their purchasing list, and therefore introduction of a partner would not be possible. This is also the case with government work where a larger vendor wins a bid and is to provide the solutions themselves.
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Clerity Answer
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With certain vendors, including IBM, this can be alleviated and the partner can handle all client invoicing for all products and services directly without going through the certification process or adding additional staff to the organization.
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Negative experience offering infrastructure solutions
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The Problem
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Some ISV/resellers have tried or are already offering infrastructure services. We have found that many of these companies have issues resulting in lack of complete architecture, not keeping up with current technology, generic interfacing issues and more. This can cause significant client satisfaction problems in their client base.
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Clerity Answer
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Clerity has worked with many partners who have either done this type of work using in house personnel or outside consulting firms. Upon working with Clerity our clients have experienced significant improvements in the quality of project deliveries and in overall client satisfaction where Clerity is involved. In many cases they and their clients experience a lower overall cost of delivery as well. Our success can be validated by our success stories achieved with a variety of partners currently participating in the program.
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