Series III - Part 3 JANUARY 16, 2008

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 Channel Sales Cycle Workshops and Webinars have taken place over the past few months. The articles here, in this seventh of nine Special Editions of Channel Advisor, have been supplied by Industry experts.

Part 1 of 3: 2008 Partner Enablement Trends
Trend 1: Improve Partner On-Boarding
The channel provides a ready-made avenue to grow the sales and reach of an IT vendor. For years vendors have leveraged the capability using a not so scientific approach that may be called "Spray and Pray". In short, this involves a vendor growing its revenue by simply adding channel partners. The basis of the approach is the theory that more partners produce more revenue.
Full Story >>>

RESOLUTIONS FOR 2008: Better Understand Your Partners to Improve Their Success
By resolving to better understand your partners in 2008, you can improve your partner's results as well as your own.
Full Story >>>

Automating your Channel Sales Presentations for 2008
Automated Video Presentations are always on 24x7 / 365 days a year... IT Managers surf the Internet for products in the morning, and evenings. What if the Vendor happened to have an appealing, yet very professional spokesperson in their video to catch their eye? Vendors are seeing click rates go through the roof -- up to 1,500% -- with this proven methodology.
Full Story >>>

Got a comment, question, suggestion or tip for Channel Advisor News? E-mail us and let us know what's on your mind.

Channel Advisor is an email publication devoted to bringing IT Vendors the latest news from the IT Channel Community. It is published free of charge by Integrated mar.com and distributed to subscribed readers. If you are not a subscribed reader, please use the link below to be removed from our mailing list.

UNSUBSCRIBE HERE, or

Call Robert Cohen, President, Integrated mar.com at 905.763.1200 or email
rcohen@integratedmar.com

To manage your subscription, subscribe to any of our publications, or to change your e-mail address for delivery, Manage your subscription here.

Channel Advisor is published by:

Integrated mar.com Corporation
17 Moodie Drive
Richmond Hill, ON
L4C 8C9
Canada

Integrated mar.com is committed to protecting the privacy of your personal information.

©2008 Integrated mar.com Corporation | 1.800.465.2059