Confessions of A Successful VAR

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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 there’s 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.

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  • 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 there’s 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.
  • 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
  • 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 don’t 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
  • Confessions of A Successful VAR

    1. 1.
    2. 2. Confessions of a Successful VAR<br />Andrea Russell<br />Global Channel Development Manager<br />Microsoft Corporation<br />Tuesday, July 13, 2010 4:00 – 5:00 PM<br />
    3. 3. Agenda<br />Welcome and Introductions (5 min)<br />Key “Secrets” Themes (35 min)<br />Maximizing Sales (Jerod Powell)<br />Saving Time (Dean Calvert)<br />Building Relationships (Richard Tubb)<br />Key Go-Do’s (Arlin Sorensen)<br />Video: Confessions from the Street! (5 min)<br />Audience Q&A (15 min)<br />
    4. 4. Meet the Panel<br />partner <br />Arlin Sorensen<br />CEO<br />Heartland Technology Solutions<br />Richard Tubb<br />Business Development Director<br />JamesCash.co.uk Ltd inc. | Netlink IT<br />Jerod Powell<br />CEO & Co-Founder<br />InfinIT Consulting <br />Dean Calvert<br />CEO<br />Calvert Technologies<br />
    5. 5. Sales Secrets (Jerod)<br />Working with Your Microsoft Field Representative<br />Working with Distributors<br />
    6. 6. Efficiency Secrets (Dean)<br />Building Your Practice<br />Engage Locally<br />
    7. 7. Relationship Secrets (Richard)<br />Peer to Peer Relationships<br />Building Community<br />
    8. 8. Wrap-Up and Go-Do’s (Arlin)<br />The Rules For Success<br /><ul><li>Planning: Writing your PBP/PSP
    9. 9. Partnerships: Leveraging IAMCP
    10. 10. Microsoft Engagement: Writing your MPN Plan</li></ul>What’s Next? Top 5 Go-Dos<br />
    11. 11. Confessions from the Street<br />video<br />
    12. 12. Q & A<br />
    13. 13. © 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.<br />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.<br />

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