I work with integration companies every day. I either visit or talk on the phone with 15 – 30 different integrators weekly (not counting webinars). There is one thing they all have in common: the need for sales – today, this week, this month. “Need” is probably a strong word – “desire” is probably more appropriate. However, in the minds of a man or woman responsible for employing 25, 75, or 200 people, their perspective is “need”. This leads us to strategy #2 this week…
Strategy #2: Help your VARs’ sales people produce results now. I’m not going to waste your time by telling you to bring them a project – you already know this. However, what you can do is work with them on two to three end-users that fit within your sweet spot and offer to work together to penetrate these accounts. Unless you’re lucky, you’re not going to uncover a bunch of projects for your technology right away, but your VAR might uncover an opportunity. If you get them in the door, they might have an opportunity to compete for other business. Let them know that you’re happy to help them get in the door, even if the end-user doesn’t have an active project for your specific technology. Of course, make sure they know your expectation that they bring in your technology when it’s time, but help them get in the door and book something now.
If you think I might be able to help your organization with its VAR or Channel program, please click here.
