Effective VAR Sales Lead Generation Establishing Effective Communications between Manufacturer, Distributor and VAR Key Elements to Sales Lead Generation for channels Launching the Effort – Making the Calls Utilizing a Multi-Touch Approach Event Optimization Nurturing the Prospect

Establishing Effective Communications between

Key Elements to Sales Lead Generation for channels

Launching the Effort – Making the Calls

Utilizing a Multi-Touch Approach

Event Optimization

Nurturing the Prospect

Establishing Effective 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 times Pro-active, non-scheduled discussions with all parties to alert/resolve issues immediately

Pre-Launch: Set communication protocol

Simultaneous communication with POC

Consistent, ongoing presentation and

Pro-active, non-scheduled discussions

Key Elements to VAR Sales Lead Generation Examine Qualifiers – What qualifies them as a prospect – gain agreement from all parties Understand the Target Decision Maker What problems do they have – Can you solve? What motivates them to act? Build the Target Database – Ideal Customer Analyze where/why VAR has been successful Populate database with organizations that mirror prospect profile Additional data may come from Manufacturer, Distributor or VAR

Examine Qualifiers – What qualifies them as a

Understand the Target Decision Maker

What problems do they have – Can you

What motivates them to act?

Build the Target Database – Ideal Customer

Analyze where/why VAR has been

Populate database with organizations that

Additional data may come from

Launching the Effort – Making the Calls Prepare Yourself – This effort will take multiple Calls – Contacts – Dedicated Time Know what the target company does and how you have helped others in similar business areas Call at the highest level – above your real target You are looking for a referral Secure as many qualifiers as possible

Prepare Yourself – This effort will take multiple

Know what the target company does and how

Call at the highest level – above your real target

You are looking for a referral

Secure as many qualifiers as possible

Building /Implementing a Multimedia Approach to VAR Sales Lead Generation VAR Sales Lead Generation programs run usually run for a minimum of four months Prepare collateral relevant to solution “2-sheeter” soft copy pdf’s White papers Case Studies Plan to touch all prospects during the campaign – identify those that will need to be nurtured even after the program ends At program conclusion these leads will be returned to the appropriate manager and flagged as pipeline leads that need consistent contact

VAR Sales Lead Generation programs run usually

Prepare collateral relevant to solution

“2-sheeter” soft copy pdf’s

White papers

Case Studies

Plan to touch all prospects during the campaign –

At program conclusion these leads will be returned

VAR Sales Lead GenerationEvent Optimization Event Optimization requires intense phone activity centered around a short deadline Events – such as Trade Shows, Seminars, Webinars, Conferences, Breakfast/Lunch gatherings – target specific persons in a geographic region on behalf of the VAR Proven processes Call and speak to prospect, or leave message, send email and collateral Send email invitation – register prospect 48 Hrs. before event call/email reminder to prospect 48 hrs. after event call prospect to discuss event and next steps

Event Optimization requires intense

Events – such as Trade Shows, Seminars, Webinars,

Proven processes

Call and speak to prospect, or leave message,

Send email invitation – register prospect

48 Hrs. before event call/email reminder to

48 hrs. after event call prospect to discuss event

VAR Sales Lead GenerationNurturingDistinctly different from appointment setting – Goal is consistent “touch” over longer timeframe to stay in front of prospect who has initiatives further out in the year Build a plan to touch prospect no less than seven times during the nurturing period Provide: White papers, Case Studies, Press Releases, Industry Articles Move prospect to meeting at or around specified timeframe

Distinctly different from appointment

Goal is consistent “touch” over longer

Build a plan to touch prospect no less

Provide: White papers, Case Studies,

Move prospect to meeting at or around

VAR Sales Lead Generation Analytics Analyze Results Where are you getting traction? Is the message resonating? To what are people responding? Are the qualifiers correct? Adjust/modify focus – realign database Continue to Prospect – You will find qualified prospects and set meetings with Decision Makers

Analyze Results

Where are you getting traction?

Is the message resonating?

To what are people responding?

Are the qualifiers correct?

Adjust/modify focus – realign database

Continue to Prospect – You will find qualified

salesssalVAR Sales Lead GenerationInteliTarget builds VAR (Channel) Sales Lead Generation programs for clients in a wide variety of selling environmentsThe InteliTarget team supports Fortune 500, Mid-size, e-Business, and Start-up organizationsFor more information about how InteliTarget can help you build a successful Sales Lead generation to optimize performance for your channel click belowhttp://InteliTarget.com/services/sales-lead-generation.htmlProviding Sales Lead Generation Services since 1996