Computer 2000 is running a series of seminars and web-training events to teach resellers about software and how to sell it.
The "Profit from Software" programme covers four main areas: licensing, security, productivity and communication.
The distributor believes these are the areas that most concern customers, and therefore the areas from which resellers can extract most profit. A guide and promotional material will be available and resellers can get advice from a business development team.
Richard Hales, general manager of the software unit at Computer 2000, said: "By focusing in on these key issues and getting a really good understanding of each one, resellers can improve their ability to tune-in to customer needs and to maximise their software business."
Hales said users are increasingly concerned that they are fully compliant - not just with software licenses but with other regulations like Sarbanes Oxley. He said resellers need to be able to advise and explain these issues. Resellers should also be guiding users through the upgrades and differing versions of software.
Hales said: "The cycle of development and releases that we see in software can be confusing for users. They will look to their reseller for guidance and reassurance that the versions they are using today are the most appropriate to their needs at the present time, and to manage any upgrades that are needed. The more pro-active resellers can be in this area, the better." ®