VAR Partnerships

May 15, 2013 | 0 Comments | Lead Generation, Sales Strategy, VAR Partnerships

What does it take for an ISV to run a successful reseller channel? Paul Solski of AIM International lays out a challenging self-assessment that would test the channel management skills and performance of most ISVs.

And almost as interesting as Paul’s excellent quiz is the response of one of our readers.  A sales and marketing manager for a Microsoft Dynamics reseller, the reader manages his company’s ISV relationships and drives home the importance of Solski’s points by sharing his perspective - without mincing words.

June 27, 2012 | 0 Comments | CRM Strategy, Lead Generation, Marketing Automation, Sales Strategy, VAR Partnerships
As an ISV, or any B2B organization for that matter, your sales pipeline is a living, breathing entity—almost like a baby. It must be fed, nurtured, carefully looked after, and it requires attention constantly. Marketing is the fuel that powers any sales pipeline, because it provides the constant flow of leads that sustain it. As a marketer, how often do you need to be focused on generating leads? The answer is always. May sound obvious to some, but for many others it may not.
April 5, 2012 | 0 Comments | Content Marketing, Messaging, VAR Partnerships
Let’s face it, as an ISV you can probably name a handful of companies whose solutions provide a similar function to yours. Your solution is good, but so are theirs and you are all targeting the same end-users and partners. So how do you position your company as unique in a world of fierce competition? Stop selling people on the features and functions of your solution and start selling them on your most valuable asset—your team and its unique experience.
March 3, 2012 | 0 Comments | Content Marketing, Lead Generation, VAR Partnerships
Fed up with inactive resellers of his company's solutions to Dynamics GP customers, one ISV is taking a stand: if you aren't helping us make the sale, you aren't getting a cut of the revenue. And to take it a step further, they are putting more effort into controlling their own destiny with more direct sales efforts.
July 7, 2010 | 0 Comments | VAR Partnerships
Here's an excerpt from Microsoft consultant Raman Dhooria's latest column on "With some careful positioning and planning, ISV partners can build successful networks with implementation partners and create successful global business models. I will suggest two important approaches for ISVs to consider.
June 10, 2010 | 0 Comments | Branding, Lead Generation, VAR Partnerships
ISVs that truly understand what this means are more successful than those who don’t. It’s not difficult to train someone on how to go through the motion of selling something, but it’s almost impossible to make an outside group as passionate about selling it as your core team. You are the passionate product experts. Your main focus is on the health and well-being of your company.
April 11, 2010 | 0 Comments | VAR Partnerships
What’s the best way to start, or strengthen, a partnership with a VAR? Investing in traditional marketing efforts is a fine start, but then what? How do you make your solution stand out to a VAR among your competition? Do you find ways to make it easier for a VAR to sell your solution?