seven secrets to more vendor mdf
DESCRIPTION
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.TRANSCRIPT
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Agenda
• Background• Seven Secrets• Discussion
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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
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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.
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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