In A Slow Economy, Successful VARs Are Ramping Up Their Marketing Efforts
Natalie Silvesti, director of channel marketing for Intermec, talks with Business Solutions magazine President Jim Roddy for an exclusive interview at the 2009 SYNNEX Spring Training Sales Conference in Toronto.
Download Podcast (right click on link to download)
Length: 5 min, 55 sec
Excerpts from an exclusive phone interview with Natalie Silvesti, director of channel marketing for Intermec, and Jim Roddy, president of Business Solutions, from the 2009 SYNNEX Spring Training Sales Conference in Toronto
BSM: What are some of your more successful resellers doing in 2009 despite this economy?
Silvesti: I see a lot of them starting to focus more on marketing – paying marketing and sales attention to their installed base. One of the ways they do this is a number of them are creating case studies, if they haven’t already done so, that really help to quantify that ROI on the solutions they’ve delivered in the past.
It also helps them develop a clearer vision on how to communicate the value that they’ve delivered to new prospects.
BSM: How can a reseller follow down that path if they don’t have the writing experience or marketing background – things of that nature?
Silvesti: One of the ways, obviously, is that they can take advantage of the things their vendors can provide to them. A number of vendors and distributor partners, like Intermec and SYNNEX as you mentioned, have services that they can provide to VARs who need to have help with case studies. We can recommend marketing agencies, we can recommend materials that exist out on our partner marketing center that they can easily co-brand and work with us to reach new prospects.
This is only a portion of this exclusive interview. For the complete podcast, go to the media player at the top of this page.
Download Podcast (right click on link to download)
Length: 5 min, 55 sec
Excerpts from an exclusive phone interview with Natalie Silvesti, director of channel marketing for Intermec, and Jim Roddy, president of Business Solutions, from the 2009 SYNNEX Spring Training Sales Conference in Toronto
BSM: What are some of your more successful resellers doing in 2009 despite this economy?
Silvesti: I see a lot of them starting to focus more on marketing – paying marketing and sales attention to their installed base. One of the ways they do this is a number of them are creating case studies, if they haven’t already done so, that really help to quantify that ROI on the solutions they’ve delivered in the past.
It also helps them develop a clearer vision on how to communicate the value that they’ve delivered to new prospects.
BSM: How can a reseller follow down that path if they don’t have the writing experience or marketing background – things of that nature?
Silvesti: One of the ways, obviously, is that they can take advantage of the things their vendors can provide to them. A number of vendors and distributor partners, like Intermec and SYNNEX as you mentioned, have services that they can provide to VARs who need to have help with case studies. We can recommend marketing agencies, we can recommend materials that exist out on our partner marketing center that they can easily co-brand and work with us to reach new prospects.
This is only a portion of this exclusive interview. For the complete podcast, go to the media player at the top of this page.
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