Why use a value-added reseller
Blog|by Leanne Bevan|13 January 2023
When speaking to prospects or new customers, they sometimes ask, “why should we buy from a software reseller?” Or "why use a value-added reseller?" So, we thought we would share some of the top benefits of why you should buy your software from a reseller. And specifically, why you should choose Grey Matter as your preferred value-added reseller.
1 - Buy all your software from one IT reseller
One of the biggest benefits of using a value-added reseller is that you can buy all your software in one place. This saves a lot of hassle, time and money.
- You have a dedicated account manager/team to contact for all your renewals and quotes.
- You can get multiple quotes at once and compare software competitors easily.
- You don’t have to waste time sifting through the internet for solutions to fix your problems, the reseller can make a recommendation from several options in the catalogue.
Why buy software from Grey Matter?
Grey Matter sells over 300 software solutions. We have been reselling software since 1983. Whether you need developer tools to build your apps, design software to market your business, cyber security to protect your organisation, mapping and IoT solutions to enhance your apps, office productivity tools, or something else, we’ve got it all.
We have sales and technical staff that have regular training directly from many of our main partners, so our team is clued up on the products and pricing.
As we offer a variety of solutions across the board, we can recommend complementary tools to ensure you’re maximising the capabilities of your solutions and ensuring full security.
“I knew that I could get what I want from you, and you were very broad in what you supplied, which is a good thing.” - Unilink
2 – Speak to someone directly
Sometimes with the larger, more established software vendors, it can be hard to contact someone directly if you have a query or a problem. You can waste time navigating websites and help portals, live chatting with bots when all you want to do is get a simple or complex question answered and speak to someone (a human) who knows their stuff and with who you can have a detailed discussion.
A big benefit of buying from a partner rather than going direct is that you’re likely to get a more personal experience.
Why should you speak to Grey Matter?
At Grey Matter, our licensing and technical experts are trained in a wide range of solutions. You can contact us via phone, email and live chat. Plus, we host webinars, and events, and sometimes visit customers at their premises.
We also have access to a wealth of product information, and our own direct vendor and distributor product and tech contacts. When we don’t know the answer to your query straight away, we can reach out to our contacts who will have an answer for you. We want to make sure you have all the answers you need to make an informed decision about your software purchase.
“You are the type of company that software developers need to act as the glue to hold everything together. You’re like the gatekeeper to Microsoft and all the other bits and pieces... being able to sit between big organisations like Microsoft and small organisations like myself. You say come under our umbrella, we’re under a bigger umbrella which is Microsoft’s, and you’ll never get noticed if you’re under Microsoft’s. But you will be noticed if you sit under our umbrella.” - Visia
3 – Exclusive discounts
Often value-added IT resellers have more flexibility with pricing and can offer exclusive discounts that you can’t find anywhere else, not even if you buy directly from the vendor.
Grey Matter can offer you exclusive discounts and offers. Just reach out and let us know what you need, and we will see if there are any discounts, offers, or price adjustments that we can apply.
“The thing I like the most that I was happy once we found out was the extra bits that you do. We came to you for CSP, we found out that you do software. And it’s not just that you do software, it’s that you do it at a good price... I’ve got the best of all worlds, it’s a one-stop-shop for everything that we want and there is no compromise there in cost. I have found that I cannot find better pricing elsewhere or I can get further discounts if pushed. Happy with the overarching service that you offer.” - BromCom
4 – Objective advice
If you are unsure which solution is best for your needs and you’re fishing around speaking to different vendors, they’ll each tell you they are better than the other. This makes it hard to know how to choose, especially if you don’t have the time to speak to peers on forums, or if you find software too complex to fully understand.
However, resellers can be more objective and vendor agnostic as we sell multiple solutions from the same spaces.
Objective advice from Grey Matter
Though we do have exclusive or close relationships with certain software vendors, our primary focus is on exactly what you need – so whichever problem you’re trying to solve, we’ll recommend the best solution based on your business, technical and budget requirements.
We can compare them on price points, features, and other aspects that might be important to you, so you can make an informed decision more easily.
5 – Additional value
Some resellers offer additional value compared to when you buy direct from vendors.
What additional value does Grey Matter offer?
- CSP Programmes - to get the most out of a Microsoft Partnership, we recognise that you need more from a cloud solution partner (CSP). That’s why we’ve developed three programmes (ISV Partner, CSP Customer and Reseller) to suit different needs. They offer above-and-beyond technical and commercial support to help you achieve your business goals.
- Technical services - our technical services team, Cloud Know How, provides hands-on support across your cloud journey, whether it’s supporting your initial cloud migration, modernising your cloud or hybrid cloud systems, or providing ongoing management and maintenance of your cloud infrastructure.
- Dedicated certified experts – we have individuals and teams who specialise in Microsoft, Embarcadero, mapping solutions, ISV licensing schemes, and cyber security.
6 – Opportunity to sell your software through the reseller
If you are an independent software vendor (ISV), app builder, or SaaS provider, then you can sometimes work even more closely with the reseller and sell your own solution through their channel. This can expand your reach to thousands of potential customers.
How can you sell your software through Grey Matter?
There are a few ways that you can expand your go-to-market strategy with Grey Matter.
Thanks to our close relationship with Microsoft, we can help you get your solution onto the Azure Marketplace.
We also have GMCirrus, our cloud automation platform used by customers to manage their Microsoft subscriptions. We have added other complementary solutions to the web platform to make it even easier for customers to buy their software. You can also white-label GMCirrus to sell your own solutions.
If we think your solution is a good fit, we can look at adding you to our catalogue. This includes going through a software partner onboarding process.
Contact Grey Matter
If you have any questions or want some extra information, complete the form below and one of the team will be in touch ASAP. If you have a specific use case, please let us know and we'll help you find the right solution faster.
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Author
Leanne Bevan
Vendor Marketing Manager at Grey Matter
Leanne has been part of our team for over a decade, and has worked as a vendor marketing manager for a number of our key vendors. Now with a keen focus on cyber security as well as developer technologies, Leanne continues to manage marketing across several vendors, including Embarcadero, Acronis, ESET, and more.
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