Seven Secrets to More Vendor MDF
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Transcript of Seven Secrets to More Vendor MDF
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© 2011 eFolder, Inc. All Right Reserved.2
Agenda
• Background• Seven Secrets• Discussion
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© 2011 eFolder, Inc. All Right Reserved.3
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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© 2011 eFolder, Inc. All Right Reserved.4
1. Pick your lead horses
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© 2011 eFolder, Inc. All Right Reserved.5
Example: Heartland Technology Solutions
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© 2011 eFolder, Inc. All Right Reserved.6
2. Is your receptionist the VP of Marketing?
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© 2011 eFolder, Inc. All Right Reserved.7
Are you ready to do marketing?
Source: Arlin Sorensen, “Ten Things I Accidentally Learned Along the Way”
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© 2011 eFolder, Inc. All Right Reserved.8
3. Ask for more until you are embarrassed
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© 2011 eFolder, Inc. All Right Reserved.9
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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© 2011 eFolder, Inc. All Right Reserved.10
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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© 2011 eFolder, Inc. All Right Reserved.11
6. Focus on leads
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© 2011 eFolder, Inc. All Right Reserved.12
7. Write down and communicate the results
Source: Jane Cage, Heartland Technology Solutions
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Rinse and Repeat
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© 2011 eFolder, Inc. All Right Reserved.14
Keep in Touch
@tedsefolder@efolder
www.linkedin.com/in/tedhulsy
www.facebook.com/efolder
www.youtube.com/efoldervideos