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Marketing To Small-Medium Businesses Via IT Consultants & Resellers
By Brian Carroll
Expert Author
Article Date: 2005-06-24
I was quoted in a special report by MarketingSherpa's contributing Editor, Dianna Huff. Her article stresses that OEMs can do a lot more to help IT consultants and resellers with selling.
Here are just a few of the Marketing Tips in the article:
Give them "meaty" marketing messages
Teleprospecting works - if it's done well
Invite consultants to demos at trade shows
Webinars are key for consultants and VARs
Here's a few points that aren't in the article:
They are unique - treat them that way.
IT Consultants and resellers are not just the "the channel" they are "opinion molders." Treat them as "the customer" and help them connect with your "shared customer" - the end user company.
Resellers don't want more 'cookie cutter sales lead programs.' They want to co-create lead generation programs that are highly customized.
They are more interested in working with partners that have taken the time to understand their market and their customers.
Start asking questions such as, "How can we help you sell more? What do you need? How do you plan to grow revenue?"
If you're an IT consultant, VAR or reseller - I'd like to hear what you think about this article. Do you agree? What other suggestions do you have?
About the Author: Brian Carroll is the CEO of InTouch Inc. InTouch is a 50-person company focused on delivering effective lead generation solutions for "the complex sale."
Brian authors the very interesting B2B Lead Generation Blog which focuses on B2B lead generation, sales leads, and marketing for the complex sale.
