Eff ective VAR Sales Lead Generation Estab l ish ing Eff ect ive Communicat ions

between Manufacturer, D istr ibutor and VAR Key E lements to Sa les Lead Generat ion for

channels Launch ing the Eff ort – Making the Ca l ls Ut i l i z ing a Mult i -Touch Approach Event Opt imizat ion Nurtur ing the Prospect

Establishing Eff ective Communications between

Manufacturer, Distributor and VAR Pre-Launch: Set communication

protocol Simultaneous communication

with POC from Manufacturer, Distributor and VAR group to explain program goals and processes Consistent, ongoing

presentation and discussion of results at scheduled t imes Pro-active, non-scheduled

discussions with al l parties to alert/resolve issues immediately

Key Elements to VAR Sales Lead Generation

Examine Qual ifi ers – What qua l ifi es them as a

prospect – ga in agreement f rom a l l part ies Understand the Target Dec is ion Maker

What prob lems do they have – Can you so lve?

What mot ivates them to act? Bu i ld the Target Database – Idea l

Customer Ana lyze where/why VAR has been

successfu l Populate database with organizat ions

that mirror prospect profi le

Add i t iona l data may come f rom Manufacturer, D istr ibutor or VAR

Launching the Eff ort – Making the Calls

Prepare Yourself – This eff ort wi l l take mult iple

Cal ls – Contacts – Dedicated Time

Know what the target company does and how

you have helped others in s imi lar business areas

Cal l at the highest level – above your real target

You are looking for a referral

Secure as many qual ifi ers as possible

Building /Implementing a Multimedia Approach to VAR Sales

Lead Generation VAR Sa les Lead Generat ion programs run usua l l y

run fo r a m in imum o f four months

P repare co l l a te ra l re levant to so lu t ion “2 -sheete r ” so f t copy pdf ’ s Wh i te papers Case S tud ies

P lan to touch a l l p rospec ts dur ing the campa ign –

i dent i f y those that w i l l need to be nur tu red even a f te r the program ends

A t p rogram conc lus ion these leads w i l l be re tu rned

t o the appropr ia te manager and fl agged as p ipe l ine l eads that need cons i s tent contac t

Event Opt imizat ion requ i res in tense phone ac t i v i t y cente red a round a shor t dead l ine

Events – such as Trade Shows , Seminars , Web inars ,

Con fe rences , B reak fas t / Lunch gather ings – ta rget spec ifi c persons in a geograph ic reg ion on beha l f o f the VAR

P roven processes Ca l l and speak to p rospec t , o r l eave

message , send ema i l and co l l a te ra l

Send ema i l i nv i ta t ion – reg i s te r p rospec t 48 Hrs . be fo re event ca l l / ema i l reminder to

p rospec t 48 h rs . a f te r event ca l l p rospec t to d i scuss

event and next s teps

VAR Sales Lead Generation

Event Optimization

Distinctly diff erent from appointment

setting – Goal is consistent “touch” over

longer t imeframe to stay in front of prospect who has init iatives further out in the year

Bui ld a plan to touch prospect no less than seven t imes during the nurturing period

Provide: White papers, Case Studies, Press Releases, Industry Articles

Move prospect to meeting at or around specifi ed t imeframe

VAR Sales Lead GenerationNurturing

Ana lyze Resu l ts

Where are you gett ing t ract ion?

I s the message resonat ing?

To what are people responding?

Are the qua l ifi ers correct?

Ad just /modi fy focus – rea l ign database

Cont inue to Prospect – You wi l l fi nd qua l ifi ed

prospects and set meet ings with Dec is ion Makers

VAR Sales Lead Generation Analytics

SALESSSAL

VAR SALES LEAD GENERATION

Intel iTarget builds VAR (Channel) Sales Lead Generation programs for cl ients in a wide variety of sell ing environments

The Intel iTarget team supports Fortune 500, Mid-size, e-Business, and Start-up organizations

For more information about how Intel iTarget can help you build a successful Sales Lead generation to optimize performance for your channel cl ick below

http:/ / Intel iTarget.com/services/sales-lead-generation.html

Providing Sales Lead Generation Services since 1996