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Ingram Webinar ScreenYou Can’t Afford to Ignore The Security Trends

This Just May Be Your Biggest Growth Opportunity

On Sept 18th Ingram Micro invited me to to present a security update to resellers.  This is one of the most important messages you’ll see this year as you consider what to do to prepare for 2016. Don’t let the Q4 rush keep you from doing some serious planning.  The next 5 years of your business depend on it!

Replay the webinar right here  (CLICK).  << Access the webinar replay now…

Growth Opportunities:

  • Don’t forget, Ingram Micro, along with numerous security manufacturers including Websense, Bit9, Cisco, Fortinet, and more, are offering free seats from my Security Sales Mastery Program!  You can contact my team through this blog to find out if you’re business qualifies for these free seats.
  • Both Check Point Enterprise and Check Point SMB resellers may also qualify for Check Point Sponsored seats in the Security Sales Mastery Program – Contact us through this blog if you are a reseller, or are considering Check Point as a partner.
  • HIPAA Compliance! Do you work with businesses that must become and maintain HIPAA Compliance? This may seem out or reach, but it’s not.  If you’re interested in learning how you can build a strong HIPAA practice, contact my team. We have recently partnered with The Compliancy Group and can help you make the jump into this lucrative market!
  • Marketing Events Are More Successful Than Ever! Next Wednesday I will be presenting to 30 business leaders in the Mid Atlantic Area.  The sponsor, a local reseller, was able to attract 30 business leaders in about 4 weeks using our Marketing Success Kit.

© 2015, David Stelzl

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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?

  • Understand the reseller profit model – it’s nothing like the vendor’s…
  • Provide sales training that focuses on selling, not speeds and feeds
  • Help resellers build your technology into solutions that drag other product areas within that reseller
  • Learn about marketing and help/support VAR marketing efforts
  • Clarify how deals are protected from direct reps and competition
  • Don’t over distribute which hurts the street price
  • Remember that GP is what matters – not revenue.

In the second half of this interview Nate and Kelly ask the killer question…”what about cloud computing?”  Listen in and see what I say about it.

Last week’s educational event in Tampa was exceptional (sponsored by Sonicwall and Fortinet, along with Microsoft)!  With over 70 attendees – all decision makers and spouses, we were able to educate area business leaders on the risks associated with data loss and misuse.  Following this event, the owners of Network People interviewed me to review some of key points brought out over our event dinner keynote.  This type of interview provides an excellent recap for attendees, as well as something to send out as a reminder of the issues at hand…something everyone should be doing to create follow-up momentum after such an event.  Listen in and see how you can apply this same type of value to your clients.