Comments on: Marketing and Selling Technology Products through the Value-Added Reseller (VAR) Channel http://www.pjmconsult.com/index.php/2007/01/marketing-and-selling-technology.html General Management and Marketing Advice for Software and Tech Companies Sat, 11 Feb 2012 23:42:20 +0000 http://wordpress.org/?v=2.9.1 hourly 1 By: shumiamb http://www.pjmconsult.com/index.php/2007/01/marketing-and-selling-technology.html/comment-page-1#comment-5797 shumiamb Wed, 15 Jun 2011 01:27:11 +0000 http://www.pjmconsult.com/wordpress/?p=50#comment-5797 Great article especially for a start up company, especially creating the demand then if truely a channel friendly company turn the lead to a trusted VAR that you know will or can scratch your back later. How do you go behind or best practices for creating a channel model? Most vendors and manufacturers offer tier level discounts to VAR's and resellers based on volume sales and commitments but then when the product become popular no one makes money reselling the products especially when the big DMR's operate on low margins. I think this system is a bit old school. VAR's need protection for vendors. Great article especially for a start up company, especially creating the demand then if truely a channel friendly company turn the lead to a trusted VAR that you know will or can scratch your back later.
How do you go behind or best practices for creating a channel model?
Most vendors and manufacturers offer tier level discounts to VAR’s and resellers based on volume sales and commitments but then when the product become popular no one makes money reselling the products especially when the big DMR’s operate on low margins. I think this system is a bit old school. VAR’s need protection for vendors.

]]> By: admin http://www.pjmconsult.com/index.php/2007/01/marketing-and-selling-technology.html/comment-page-1#comment-5462 admin Tue, 07 Jun 2011 03:05:08 +0000 http://www.pjmconsult.com/wordpress/?p=50#comment-5462 Thanks Christine. Excellent comments on companies needing to take a wholistic approach to channel support. Thanks Christine. Excellent comments on companies needing to take a wholistic approach to channel support.

]]> By: christinestewart http://www.pjmconsult.com/index.php/2007/01/marketing-and-selling-technology.html/comment-page-1#comment-5461 christinestewart Tue, 07 Jun 2011 03:01:45 +0000 http://www.pjmconsult.com/wordpress/?p=50#comment-5461 Excellent insight! Your points reflect the type of decision making that executives and owners truly need to consider for small and large businesses alike. I think it should also be noted that these companies need to evaluate if they are able to support the channel over the long term. Must include someone whose focus is to support the resellers' success; along with access to product education, support, and sales assistance. Companies considering selling via VARs should look beyond just building their channel and make sure that the entire company is committed to supporting it for long term success. Excellent insight! Your points reflect the type of decision making that executives and owners truly need to consider for small and large businesses alike. I think it should also be noted that these companies need to evaluate if they are able to support the channel over the long term. Must include someone whose focus is to support the resellers’ success; along with access to product education, support, and sales assistance. Companies considering selling via VARs should look beyond just building their channel and make sure that the entire company is committed to supporting it for long term success.

]]> By: pm http://www.pjmconsult.com/index.php/2007/01/marketing-and-selling-technology.html/comment-page-1#comment-18 pm Fri, 27 Mar 2009 16:14:00 +0000 http://www.pjmconsult.com/wordpress/?p=50#comment-18 Norman, I'd recommend Brian Peiffle. I've found him to be reputable and responsive.<br /><br />Phil<br /><br />Brian Peiffle<br />Senior Account Executive <br />Walter Karl <br />(formerly Rubin Response Services, Inc.)<br />1111 Plaza Drive Schaumburg, IL 60173<br />Phone: (847) 273-5723 Fax: (847) 619-0151<br />Email:brian.peiffle@walterkarl.com Norman, I’d recommend Brian Peiffle. I’ve found him to be reputable and responsive.

Phil

Brian Peiffle
Senior Account Executive
Walter Karl
(formerly Rubin Response Services, Inc.)
1111 Plaza Drive Schaumburg, IL 60173
Phone: (847) 273-5723 Fax: (847) 619-0151
Email:brian.peiffle@walterkarl.com

]]> By: Noman Manzoor http://www.pjmconsult.com/index.php/2007/01/marketing-and-selling-technology.html/comment-page-1#comment-19 Noman Manzoor Thu, 26 Mar 2009 11:35:00 +0000 http://www.pjmconsult.com/wordpress/?p=50#comment-19 Great Article Phil. Could you please tell me some of the good list brokers with whom i can contact to buy the lists - may be for my out bound campaings. Great Article Phil. Could you please tell me some of the good list brokers with whom i can contact to buy the lists – may be for my out bound campaings.

]]> By: Phil Morettini of PJM Consulting http://www.pjmconsult.com/index.php/2007/01/marketing-and-selling-technology.html/comment-page-1#comment-20 Phil Morettini of PJM Consulting Mon, 26 Mar 2007 18:10:00 +0000 http://www.pjmconsult.com/wordpress/?p=50#comment-20 Oleg,<br /><br />They actually aren't hard to find. There are many lists of them available via list brokers, magazines (VAR Business, CRN, etc). You will also find those focusing on your vertical at industry shows. For a simple starting list, type in the name of your industry followed by VAR into a Google Search. Finding them is actually quite easy; making them a productive channel for your product is another matter. Oleg,

They actually aren’t hard to find. There are many lists of them available via list brokers, magazines (VAR Business, CRN, etc). You will also find those focusing on your vertical at industry shows. For a simple starting list, type in the name of your industry followed by VAR into a Google Search. Finding them is actually quite easy; making them a productive channel for your product is another matter.

]]> By: Oleg Boyarsky http://www.pjmconsult.com/index.php/2007/01/marketing-and-selling-technology.html/comment-page-1#comment-21 Oleg Boyarsky Wed, 21 Mar 2007 13:48:00 +0000 http://www.pjmconsult.com/wordpress/?p=50#comment-21 Excellent article. We are now in this same "boat" of trying to forge relationships with VARs. With no experience dealing with them (we have also sold direct), this is certainly is an eye opener. Question: How do you approach them? Where do we find them? Excellent article. We are now in this same “boat” of trying to forge relationships with VARs. With no experience dealing with them (we have also sold direct), this is certainly is an eye opener. Question: How do you approach them? Where do we find them?

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