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Inside Ingram Partner Connection Summit Day #2
5/21/2009
Editor Gennifer Biggs is live from the Ingram Partner Connection Summit in Hollywood, FL, starting Wednesday, May 20. She'll bring you insight from Ingram executives, channel partners, and a wide array of vendor partners.
Day #2: Strategic Guidance For VARs
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Inside Ingram Partner Connection Summit Day #1
5/19/2009
Editor Gennifer Biggs is live from the Ingram Partner Connection Summit in Hollywood, FL, starting Wednesday, May 20. She'll bring you insight from Ingram executives, channel partners, and a wide array of vendor partners.
Day #1: Empowerment and Experience
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Launch Your Government Bar Code & RFID Sales In One Day
5/7/2009
Integrated Barcode Technologies (IBT) has found great success in the healthcare vertical, but the integrator also sells its bar code and RFID (radio frequency identification) solutions to others such as the federal government. Tom Jackson, VP of sales for IBT, says that he has found great success in landing such...
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Is Your Marketing Plan In A Recession?
4/28/2009
Given the current state of the economy and its negative impact on your business, I’d like to cut to the chase and probe into one area of your business: your marketing strategy. While attending a value-added distributor (VAD) partner conference recently, I learned that more than 75% of small and medium VARs have...
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Don't Miss This Opportunity
3/20/2009
It's no secret that times are tough. With the economy in rough shape and sales slow, now is the time for you to leverage every resource you have at your disposal. One often-overlooked resource many VARs have access to is product training from vendor partners. Indeed, oftentimes this training is free and can even ...
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Can You Ignore The Economy?
3/9/2009
Hey, here's a fact: out of all the VAR's I've interviewed in 2009, only one expects to have a down year. So, why all the doom and gloom and negativity? I think the mass media is partly to blame. That's what prompted to me to write the article "Ignore the Economy" that appeared in our March issue.
When we ...
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Quick Tip #3: Connect Branch Offices With Hosted VoIP
2/19/2009
As POSitive Technology.com opens 32 new branch offices across the United States in the next three years, having good communication throughout the company will be imperative. According to Brett Bennett, CEO of POSitive, the VAR recently has implemented technology to virtually connect all aspects and branch locations of ...
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Quick Tip #2: Hold Your Vendor Partners Accountable
2/12/2009
One aspect of our recent Best (and Worst) Channel Vendors survey that truly suprised me was the number and quality of the responses we received. We collected nearly 18,000 votes and amazing anecdotes! It's obvious that our audience cares about the channel and its relationships with its vendor partners. Makes sense...
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Overcoming Price Objections
2/8/2009
In past articles, I’ve mentioned the need during today’s economy for data collection VARs to stress the ROI of their solutions. Indeed, showing a quick return/payback might be enough to warrant investing in your solution. Still, it might not be enough. Everyone in sales has to overcome a price objection at ...
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Quick Tip #1: The Value Of Relationships
2/5/2009
A common thread between successful salespeople seems to be a knack for good old fashioned networking. In the May 2007 issue of BSM, I interviewed Terry Selkirk of VAR GENESIS (click here to read the article). Selkirk had some great advice regarding building relationships. While his expertise lies in selling Grocery...
