Delta Max President

@ Ingram Micro Venture Tech Network

Robert Swanson addresses top Ingram Micro Resellers ... "Survival of the Fittest"

Las Vegas, Nevada

September 23, 1999 --"The Market is ready ... Are you?" asked Robert Swanson, President of DELTA MAX Consultants, challenging the over 700 attendees of the annual Ingram Micro Venture Tech Network Conference in Las Vegas, today.

"65% of the customers you want to be serving today do not not have an overall E-Commerce strategy, and 25% more do not even a basic plan in place. Yet, the implementation of these plans is dragging as top executives struggle to define their company's best business model, and technology purveyors struggle to communicate the options and parameters to the the CIO's. Why is this such a difficult sale?"

Swanson continued, as the audience responded to his half hour remarks with laughter and occasional applause, "The biggest problem you face as resellers is Communications, not Technology. Virtually any technological solution available today will solve the majority of your customer's problems and issues. But, what ARE those major issues? Which ones should be addressed, why, and in what order?"

"Your traditional way of selling is to describe technology to CIO and IT executives, in response to their current computer initiatives. But, there is no E-Commerce initiative yet, as the areas of concern envelope the entire organization, not just IT or Marketing. Sales, Finance, Manufacturing, Production, Distribution, Warehousing all are greatly affected by E-Commerce selling and supply systems. All too often IT directors are reluctant to attempt such an organizationally-global initiative without clear business goals, more staff, a larger budget and a totally new hardware/software complement. Thus, no one is stepping forth to resolve these two points of view, and initiatives are left floundering at the mere idea stage."

"Resellers must approach an E-Commerce sale from the point of view of the top executive, and have on board or hire, sales people who can talk to these top executives in THEIR terms, not bytes and bandwidth," Swanson declared. "Lacking such sales people, resellers are continuing to turn to outside consultants, such as DELTA MAX, to organize these issues and concerns into a strategy and plan against which resellers can bid their hardware, software, and services offerings."

Ingram Micro is one of America's top distributors of computer systems and software technologies.

DELTA MAX is a Convergence Consulting company based in Newport Beach, California, with diverse capabilities in computer and entertainment industry-related technologies and systems, as well as entertainment content generation, such as feature films and video presentations. Robert Swanson is President of DELTA MAX, and the coiner of the term "E-Channel", which describes the functions of computer marketing and supply channel process automation over the Web.

Contact DELTA MAX for more information about this event.