Jun
19

The channel loves a secret (Victoria)!
Posted by timl @ Fri, 19 Jun 2009 15:08:15 -0400

I recently noticed a big spike in sales from one of our security-focused resellers - I called to thank them and asked why the sudden jump in sales?

The reseller launched a WOM program (word-of-mouth) for current customers that referred new business - simple twist was for every referral that ended up purchasing, the customer would receive a $10 Victoria’s Secret gift card as a small token of appreciation.

59 referrals in 8 months.  100k in new business. Cost $590.

Never under estimate the power of a simple but creative word-of-mouth program, especially those that come with added benefits!

Posted in Uncategorized
Jun
16

InChannel June 2009
Posted by sarahk @ Tue, 16 Jun 2009 13:10:04 -0400

Welcome to InChannel for June 2009!

Posted in Connectivity, Data Security, VoIP
Jun
11

How Big Is Your Vendor Graveyard?
Posted by timl @ Thu, 11 Jun 2009 11:15:32 -0400

By: Tim Larocque

Admit it, you have done it at least once - courted and said anything to a vendor so that you could close that one big deal!  Take the money and run, then place the partnership into the vendor graveyard - piled with other one-hit wonders.

Sounds harsh but it is true - most vendor-reseller relationships start off with a flare but do not reach the full potential of their partnership - each party to some extent can take responsibility for the failure.

Every quarter, resellers can benefit by reviewing vendor relationships and assessing which vendors you truly are and are not committed to.  Regardless of who may be at fault, it is critical to end the relationships that don’t make sense (this doesn’t mean we’ll do renewals but no push product).

Take a moment to reflect on your current vendor line-up and ask yourself the following questions:

1) How much of my business is new products versus renewals?  A good benchmark is 70% product and 30% renewals.  If your renewals are bigger than new business, it will only be a matter of time before the vendor questions your commitment - take action and reach out to the vendor to discuss ways to grow the biz.

2) How many single-sale vendors do I have?  Admit it, everyone has chased down a vendor based on a customer request knowing that this will be a one-hit wonder!  If there are no active leads or sales in the past 6 months, perhaps it’s time to part ways - everyone from your customer to you and the vendor will benefit.

3) When was the last time I spoke with each vendor?  If you haven’t heard from a vendor representative or your distribution account manager in a while chances are you are not doing enough business and not a priority.  Clean up these relationships by reaching out to determine if it makes sense to continue or search out new vendor partners and distributors that are maybe smaller but can do more for your business.

Focusing on fewer vendors and being proactive can do nothing but improve your partnerships, deliver happier customers and provide better financial success.  What’s to lose? Maybe that one big deal.

Posted in Uncategorized
Jun
11

Symantec, McAfee To Pay $750,000 In Subscription Renewal Settlement
Posted by sarahk @ Thu, 11 Jun 2009 09:26:17 -0400

From CRN.com
To read full article please visit www.crn.com or click the link below:

http://www.crn.com/security/217800642;jsessionid=0VQICIDDFC03KQSNDLOSKH0CJUNN2JVN

Security vendors Symantec (NSDQ:SYMC) and McAfee will be shelling out a combined $750,000, while creating more transparency about consumer subscription terms and renewal policies as part of a settlement agreement authorized by New York’s attorney general.

The $750,000 penalty was issued as part of a combined settlement after Symantec and McAfee were found to have renewed consumers’ software subscriptions without their knowledge or authorization. Under the terms of the settlement, both Symantec and McAfee will have to make detailed disclosures to consumers about subscription terms and renewals, and each will be required to pay $375,000 in penalties and costs.

Posted in Uncategorized

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