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Ted Hulsy, VP of marketing with eFolder, shares seven secrets on how IT channel partners can win more MDF from vendors. Market development funds are a key way to boost marketing resources and drive more business.
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© 2011 eFolder, Inc. All Right Reserved.2
Agenda
• Background• Seven Secrets• Discussion
© 2011 eFolder, Inc. All Right Reserved.3
Background
• VP of Marketing, eFolder
• 14 years of channel marketing experience– Sprint, NorthPoint, Netopia, and SonicWALL
• 6 years with SonicWALL– Directed $2-3 mil in MDF annually
• Worked with big and small partners
© 2011 eFolder, Inc. All Right Reserved.4
1. Pick your lead horses
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Example: Heartland Technology Solutions
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2. Is your receptionist the VP of Marketing?
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Are you ready to do marketing?
Source: Arlin Sorensen, “Ten Things I Accidentally Learned Along the Way”
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3. Ask for more until you are embarrassed
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4. Even better, “plan” don’t “ask”
The sales territory with the best planning focused sales rep gets way more than their fair share of the MDF pie. Same goes for partners.
© 2011 eFolder, Inc. All Right Reserved.10
5. Master the One Page Memo
If it can’t be summarized in one page, it is probably not worth doing.
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6. Focus on leads
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7. Write down and communicate the results
Source: Jane Cage, Heartland Technology Solutions
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Rinse and Repeat
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Keep in Touch
@tedsefolder@efolder
www.linkedin.com/in/tedhulsy
www.facebook.com/efolder
www.youtube.com/efoldervideos
