One of the most effective ways for resellers and channel partners to market demand generation events is by video. Using a video like the one below, resellers can contact those who have not responded in the past, giving them a taste of what they missed – it can also be used as a follow up for […]
August is almost here, and I want to thank Cisco for sponsoring me to speak to a select group of their partners…Seating is limited, but if you sell Cisco and plan to attend either the BlackHat or Defcon conferences this year, you can register here to attend this special session on selling security solutions. We […]
Is your brand memorable? Some have tried to brand by offering lower prices, others with great customer satisfaction, or by building great relationships with their clients. I see companies touting great people, certifications, or their status as a reseller of some product. “We are gold partners”, or “Platinum and security certified!” But these things don’t […]
When I first entered the technology consulting business, my new manager referred to our firm as a VAR (value added reseller). VAR! He said it with pride as though it meant something special. Coming from a large bank where we referred to our services providers as vendors and VARs, I knew this was no complement. […]
Are these cars really on sale? Quick, let’s run down and get one…I remember the first car I bought off the lot. I was just graduating college and I told my father about a big sale they were having at a local dealer. He looked at me…I could see what he was thinking. “Didn’t I […]
Finishing up in Singapore today, I spent my day following up with class attendees, meeting with the class sponsors and stakeholders, and catching up on some work to prepare for my trip to Bangalore. In addition, I took some time to visit the shopping areas surrounding my hotel in the shopping district. Singapore has an […]
Just returning from my Dallas event with Ingram Micro…what a great trip and event! Ingram Micro always does a great job hosting these types of programs for it’s reseller community…a few follow-up notes on my talk for those who attended and even those who did not… There is a time to charge for assessments! 1. […]
Meeting today with a group of entrepreneurs – some key points from this discussion group: 1. Most people charge too little…that’s right! Your client gives you the sob story about how they can’t afford it. In fact there’s a value disconnect and a natural tendency to want a discount. Hold your ground, you can’t afford […]
Notes, comments, and reminders from our partner security workshop in New York City…keep these things in mind. Most deals are lost when you fail to communicate value before providing price Budgets are lost part way through the deal when the focus is on product, or even data value. There must be a measurement of likelihood, […]
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 […]
