by Andy Kowl, site editor
On average, 35% of revenues earned by IT channel partners come from relationships with other VARs, according to Bruce Stuart, a specialist in helping VARs grow their business.
Stuart, CEO of ChannelCorp., reports that 70-80% of VARs currently partner with other solution providers, and these partnering activities account for 20-30% of the revenue for these service providers. That's huge! It is for reasons like this IT Sales Network was created.
VAR partnerships bring IT revenue growth
Beside the connections you can make here, we are looking for motivated tech salespeople who would be interested in getting involved in one of the first two lead exchange Tip Teams we are forming. These will be a variation on the classic tip club, which are more common for local B2B sales. Local tip clubs have non-competing, B2B sales people who get together to help each other.
For example, one tip club I participated in had a printer, an insurance broker, a commercial real estate broker, someone who sold telephone systems, a caterer, etc. If I spoke to a client who had a big event coming up, I would give that client as a lead to the caterer. It is far better than a cold call.
Sales Net's Tip Teams also will include non-competing companies. Tip Teams will meet online twice a month, unless the group decides to switch to once monthly. After a first introductory meeting, all members will be responsible for bringing a potential sales lead either for one of the other members, or for the group. We are adding some "best practice" flourishes which will make these work even better for all involved. With the right members -- only salespeople or company principals, not marketers, are eligible -- there will also be opportunities to find work to partner on.
This is a commitment of time that I have seen produce phenomenal results, but not in one or two meetings. If you are serious about investing a couple hours a month to increase your sales, let me know if you would like to be considered. Of the two groups forming first, one is for manufacturers or VARs who sell to the Vehicle Tracking & Yard Management market and the other for those selling to Logistics and/or Distribution buyers. We have had good interest in the Healthcare market; but with so many competing technologies, I'm afraid this could end up a monthly debate between Wi-Fi, ZigBee, Ultrasound and other RTLS options.
Solutions demand a team approach
Your ideas are welcome, so please share them below. If you have an interest in trying out a Tip Team, contact me at my Member Profile.
