Choosing which services to sell

This is the easy part. The manpower to implement solutions is what you offer. Product expertise, business knowledge and the ability to provide local support are strong selling points. Remember you are not a box pusher. You are a systems integrator tasked with helping customers deploy the hardware you wish to sell. Have your technical staff talk to client IT staffs in a language they understand -- and of course remember to buy them lunch! IT people love to eat and the more you feed them, the better it will be for you!

I would also try to determine if they are looking for better ways to manage their infrastructure. Systems management is a key component of IT infrastructure and helping customers manage their systems will make you that much more of an asset to them. You can also help them with security issues as they affect their systems. Being a good listener is a vital trait for the channel as it will ultimately help you in your effort to be the best partner you can be to the customer. Ask them how you can help.