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After attending and speaking at dozens of channel partner meetings and hundreds of reseller workshops I’ve had opportunity to interview and speak with many business owners and sales people on the topic of value – just how much value is there in attending these events. Listen to what I’ve learned about channels, resellers, distributors, and vendors…
Lots of channel talk out there…Juniper is revamping reseller training online to address complaints from their channel, Fortinet coming out with an MSSP program, probably in response to the SMB and midmarket growth in managed services offerings – of course all of the AV companies out there are doing this or headed that way, and numerous comments on the CRN forums concerning whether partners should be exclusive or committed to one vendor in a given area. The problem with just about all of the programs out there is this: Vendors are not always addressing the root problem – resellers need more GP (Gross Profit). This won’t come through install services, and increasing product sales doesn’t necessarily mean more GP either. Sales must come earlier in the sales cycle with shorter sales cycles driven by high touch solutions, consulting, and low cost of sales in terms of people resources. So what do channel managers need to do?
When little gadgets like the iPad command greater attention than just about anything you sell, the technology business is in trouble. That is, unless you have something greater than the product to vend. It was bad enough that half the emails I was receiving said they were sent from the iphone (which we Verizon customers still don’t have), but now the other half are coming from the iPad! Where are we headed? I’m changing my signature to read, sent from my MacBook Pro, which supports more apps, has a bigger screen, and consumes more power! (Right about now I am loving the fact that I upgraded from Microsoft Windows earlier this year.)
The real issue of course, is that the product can’t be the center of attention. If you you work for Apple, perhaps your real value is innovation. If you are a reseller it must be intellectual capital. If you work for just about any product company, you had better have some niche, or you’ll be what Geoffrey Moore once called the Chimps, always trying to steal market share from the Gorilla. Or, perhaps you’ll learn the same lesson we all need to learn…that the message, the marketing, and the intellectual capital are more valuable than just about any product. Certainly in the long run this is true.
© David Stelzl, 2010
A long time friend and colleague of mine is interviewing – so what does he do? First he finds out who he will be interviewing with, then he heads to Linkedin to prepare. Using the search features, he locates the people he’ll be interviewing with. Since he upgraded, he can now see full profiles of people he is not linked to, allowing him to learn about their backgrounds, expertise, favorite books, and perhaps hobbies and interests. Then going on to advanced searches, with his upgrade in hand, he can search for other titles within the company, learning more about the organization, who he might want to know more about during the interview process, and perhaps some of the people he knows, who are linked to people he’ll be meeting with. From there, a few emails or phone calls may give him the insider advantage. How about sales?
Are you leveraging this tool before going out on sales calls? It’s no different than my colleagues interview – he’s on a sales call just like you. As I connect with different people I am finding many sales people are not keeping up their profiles, adding contacts, and doing everything they can to research upcoming meetings, while also creating an attractive profile for themselves online. Two things you must do: Prepare for sales calls using the advanced features of LinkedIn, doing everything you can to learn about the people you will be meeting with. Secondly, make sure you are up to date and attractive – assume those you are meeting with are checking you out online. If you don’t have a great picture, get one. Meeting someone with a face in mind makes a difference too.
© David Stelzl, 2010
They all say they’ve got it covered…no one does! Here is a summary article from one of my contacts at DiData…great info, thanks Matt.
http://www.msnbc.msn.com/id/37115813/ns/technology_and_science-security/#storyContinued
Summary:
When your clients say, “We’ve got it covered”, remember, most are just ignorant, some are lying. Don’t take no for an answer – instead educate them on what is really going on, and drive forward with the sale. Take advantage of my latest ebook on selling through assessments… it’s free! http://www.stelzl.us/training/CreatingSales.pdf
© David Stelzl, 2010
Despite a multitude of information on success, time management, and customer satisfaction; performance goes down the drain when life is out of balance. Issues with marriage, kids, finances, and health quickly consume us when the balance of work and home is out of balance. Four issues I’ve identified above, mainly:
are the four areas most commonly and dramatically impacted. These four things have the power to bring the most successful people I know, right to their knees. I’ve identified ten things you can do to reclaim this balance which I will be presenting tomorrow at 11:30 est – check out this link and be there (by phone): http://www.stelzl.us/business_strategy_TeleS.asp
© David Stelzl, 2010
Listen in as Randy Sklar, president of Sklar Technology Partners and recent present of his regional VTN chapter interviews me – this clip was made specifically as a follow up to a very successful, decision maker level, educational seminar. The event received strong sponsorship from companies such as Zenith Infotech – one of the only managed services companies I know of that financially supports this type of event.
© David Stelzl, 2010
Social networking is a great marketing tool; no doubt. Marketing events are equally as good…both require precise execution. Tomorrow I’ll be speaking to 40 decision makers in Richmond VA. These are largely new prospects – how did we get this audience and what will make tomorrow a success?
Old school marketing programs are out – people want education, knowledge, and understanding. Success means making wise decisions in the coming months and quarters, and that means they need sound advice. Be the best one to give it and you’ll find the relationships will come.
© David Stelzl, 2010
Sometimes calling high (meeting with CIOs), works out and you get the deal. Other times they make you feel stupid and treat you like dirt. When this happens, remember:
Present your best face, constantly be a source of enthusiasm, and demonstrate genuine gratefulness for the position you hold, your mission to help others make wise buying decisions, and the opportunity for character development.
© David Stelzl, 2010
