Series III - Part 3 DECEMBER 12, 2007

The key to selling IT products, services and solutions to the US and Canadian SMB market (10 - 500 seats) is leveraging the VAR channel. This is most successfully accomplished by considering all stages of the Channel Sales Cycle and how it fits your specific situation. Continuous open dialog between the Vendor and its VAR partners is imperative. To that end, a series of workshops and webinars have taken place over the past few months. The articles here, in this sixth of nine Special Editions of Channel Advisor, have been supplied by Industry experts. For further information and to register to attend, click HERE.

Part 2 of 2: Recruiting The Right Channel Partners
The only way you can be "all things to all people, all of the time" is by providing a product or service that is bland, average and really not satisfying any specific audience's needs or wants. To be all things to everyone means not being special to anyone. Market segmentation followed by meaningful target marketing provides the base for intelligent marketing. Recruiting appropriate channel partners begins by segmenting the channel and then targeting the right partners.
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Part 3 of 3: The Lost Middle
In the last edition of Channel Advisor we looked specifically at the criteria and methodology for knowing which partners fit in which segment. The approach involves looking at alignment, competency and operations of the partner. Now we turn our focus to what vendors can do to support partners with potential, specifically, the Fishers.
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TIPS AND TECHNIQUES: Automating and Improving Sales Credit Assignment
Companies must have a process in place for assigning sales credit - or they risk losing significant productivity as staff work to ensure they receive all possible commissions.
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