Live Conversations Reseller Program

Looking for an innovative new channel marketing program?

Market Development Funds (MDF) have traditionally been invested in various demand generation programs typically involving an external third party providing leads or appointments to a VAR sales rep. These programs have had poor results and provide limited visibility to the manufacturer regarding the return on investment. For instance, months later a manufacturer may not know whether a lead was actually called by the VAR, did it result in a qualified opportunity for the manufacturers products, and was business ultimately closed? These programs provide no assistance for the VARs to develop internal capabilities for prospecting and little opportunity for the channel managers to interact with their VAR sales counterpart. As a result, some significant percentages of budgets allocated to channel marketing programs remain unused.

Our customers, who include manufacturers, distributors and resellers, are looking for something new and innovative in the channel marketing arena. ConnectAndSell is often used by the reseller directly with a channel managers assisting with the calling sessions. Sometimes the channel manager and VAR sales rep will alternate calls, using the session for training and coaching, as well as developing business! This establishes rapport between the teams and allows on-the-job training, or enablement, that improves the capabilities of resellers. Alternatively, manufacturers use ConnectAndSell within their internal sales team to generate leads on behalf of their resellers. ConnectAndSell supports either mode of operation.