Stick To Products You Know

Expanding to too many products can result in relationship erosion between the vendor and longtime clients, said said Wayne Berezan, Director of Business Development at OPUS Consulting Group, a small 20-person consultancy based in Vancouver. Berezan said the company has built up a strong business with VMware, Citrix and Microsoft and is having success with Sophos selling its UTM appliances to municipalities in Canada. The amount of relationship management increases significantly as new products and new vendors are added to the portfolio, Berezan said. "We only sell what we believe we are expert on and go at it from a holistic solution perspective," Berezan said. "Even with this strategy, from the amount of solutions we have the amount of relationship management it takes is unbelievable."