Confessions of A Successful VAR
Presented at the Microsoft Worldwide Partner Conference, Washington, DC on July 13th 2010. Hear from Richard Tubb, Arlin Sorensen, Dean Calvert and Jerod Powell about how they are maximizing their sales relationship with Microsoft. Many partners are successful but theres a handful who have discovered the matrix that is Microsoft and they want to share their secrets with you. From managing the relationship with your Partner Account Manager to navigating untapped sales tools and resources, this session will help you become smarter about how you drive and grow your business with Microsoft. This session is specifically designed for the Value-Added Resellers (VAR) who sell locally to customers without an IT Department and focus on value-added services opportunities on key attach workloads like Networking, Virtualization, Security, BI, Messaging and Collaboration.
Confessions of A Successful VAR
- 2. Confessions of a Successful VARAndrea RussellGlobal Channel Development ManagerMicrosoft CorporationTuesday, July 13, 2010 4:00 5:00 PM
- 3. AgendaWelcome and Introductions (5 min)Key Secrets Themes (35 min)Maximizing Sales (Jerod Powell)Saving Time (Dean Calvert)Building Relationships (Richard Tubb)Key Go-Dos (Arlin Sorensen)Video: Confessions from the Street! (5 min)Audience Q&A (15 min)
- 4. Meet the Panelpartner Arlin SorensenCEOHeartland Technology SolutionsRichard TubbBusiness Development DirectorJamesCash.co.uk Ltd inc. | Netlink ITJerod PowellCEO & Co-FounderInfinIT Consulting Dean CalvertCEOCalvert Technologies
- 5. Sales Secrets (Jerod)Working with Your Microsoft Field RepresentativeWorking with Distributors
- 6. Efficiency Secrets (Dean)Building Your PracticeEngage Locally
- 7. Relationship Secrets (Richard)Peer to Peer RelationshipsBuilding Community
- 8. Wrap-Up and Go-Dos (Arlin)The Rules For SuccessPlanning: Writing your PBP/PSP
- 10. Microsoft Engagement: Writing your MPN PlanWhats Next? Top 5 Go-Dos
- 11. Confessions from the Streetvideo
- 12. Q & A
- 13. 息 2010 Microsoft Corporation. All rights reserved. Microsoft, Windows, Windows Vista and other product names are or may be registered trademarks and/or trademarks in the U.S. and/or other countries.The information herein is for informational purposes only and represents the current view of Microsoft Corporation as of the date of this presentation. Because Microsoft must respond to changing market conditions, it should not be interpreted to be a commitment on the part of Microsoft, and Microsoft cannot guarantee the accuracy of any information provided after the date of this presentation. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.
Editor's Notes
- #4: Talking Points:Today, you will hear from a panel of your peers about how they are maximizing their sales relationship with Microsoft. Many partners are successful but theres a handful who have discovered the matrix that is Microsoft and they want to share their secrets with you. From managing the relationship with your Partner Account Manager to navigating untapped sales tools and resources, this session will help you become smarter about how you drive and grow your business with Microsoft.
- #7: Building Your Practice: Spreading the Responsibility and Delegation TacticsSave Time: For More Efficiency, Be Local Get Engaged LocallyTime get a local assistant, intern are free and can be an excellent resource to keep you on top of promotions, incentives and tools you need to drive your business
- #8: User Groups/Industry AssociationsPeer to Peer RelationshipsNo company grows in a vacuumMedia and PR also importantLearn this key skill or cap your growthThis is the differentiatorCommunity providesperspectiveWithout it you dont know what good isCommunity provides relationshipsWith distribution, vendors, peers, subject matter experts and mediaCommunity providesguidanceWithout it the ability to stay relevant is more difficultCommunity provides growthNew business results from the relationships in communitiesCommunity providessuccess