The New Face of Partner Sales: Driving Revenue by Implementing a Truby™ Program

By Joe Mechlinski

While other sectors have been hit hard during the current economic climate, Partners are finding that technology solutions are selling better than ever. Territories are expanding so rapidly that many Partners are scrambling just to keep up with recruiting, hiring and training sales talent. A good problem to have? Perhaps. But if this is your problem, you need a good answer. Read more »

ISV Profile: InterDyn – CFO Consulting

By Brianne Carlsrud

Principal: Stephen Lublin, President
Address: 6490 Hazeltine National Drive Suite 100, Orlando FL 32822
Phone: 407- 658-1874
Web Site:
Established: 1989 Read more »

Underdog Marketing

By Richard Mattson

When you’re under siege – a place many resellers find themselves in this off-the-cliff economy – you’ll find advice at every turn about what you should and should not do with your marketing dollars, what works and doesn’t work in recessionary times, and more. Much of it is very good and useful, to be sure (for example, check out the “Additional Resources” at the end of this article). An ardent and persistent plea is to not cut your marketing budget, a plea that sounds to some like functional myopia from those who know nothing about other business expense realities. The fact is, under revenue pressure, the marketing budget often must take a hit along with everything else. How do you make the most out of what you can retain? Read more »

But Everyone Else is Doing It

By Bonnie Robertson

If everyone else was jumping off the bridge, would you do it, too? 

Somewhere, in some far-off conference or seminar, parents decided that this adage should mean something to us as children. My father used it on me, and I in turn used it on my own children. The odd thing is that where I grew up, there weren’t any bridges, so I could never really figure out what bridge he was talking about.

Most recently, in listening to the news media intently and watching the continual dismal economic news, this much overused phrase has come to mind. Maybe because all I hear is, “everyone else…is losing money, laying off people, looking for government bailouts…” The list of excuses for poor strategic focuses, not looking forward, only backward, and greed continue on, all rolled up into a political economic crisis. Read more »

Top 10 Things You Should do in Your Business

By Jenny Davis
  1. Never answer your phone or call your customers back. If you should happen to answer the phone during a weak moment, lie and say you’ve been calling them back for ages and can never get through.
  2. Stop marketing! With the current economic situation, you should stop doing everything until it’s over. Prospects won’t find you, but at least you’ll save a few bucks.
  3. Post your rants about annoying customers on your company blog or Twitter feed.
  4. When talking with your customers, show your technical expertise by using acronyms and high-tech vocabulary. 
  5. Don’t post a phone number or e-mail address on your company Web site. If customers need to get a hold of you, they should already have your number.
  6. It’s always user error. Your product is amazing and your customers just don’t “get” you.
  7. Nurture marketing – who needs it? Your customers should call you when they want an upgrade or have a question.
  8. Marketing offers should address the technical features of your products. Prospects should be able to figure out why those features are important.
  9. Hire temp staff to cover the phone lines after your company participates in a tradeshow as the phones will be ringing off the hook! 
  10. Incorporate catch phrases like “As your trusted advisor”, “ROI”, “best practices”, and “rich, out of the box functionality” into every customer conversation.
  11. Bonus: Grab a grain of salt and check the publish date on this post.

Flood 2009 Update

By Jenny Davis

It’s been quite the week here in the Red River Valley. Posted below are some links to incredible stories, photos, and streamed radio coverage of Flood 2009. While there are a bunch of national media covering Flood 2009 as well (and we thank them for that!), the links posted below are from local sources.

  • NEW! There are approximately 3.5 million sandbags holding back the Red River right now. See what 3.5 million sand bags looks like.
  • Streamed Audio Coverage at KFGO (The Mighty 790 has 24/7 coverage and features live calls from residents.)
  • Multiple Daily Updates at InForum (The online version of our daily newspaper features great photos, news, and interviews with local officials and residents.)
  • Video Montages here and here (These montages were produced with national, local, and personal photos and video footage. Oh heck, view all nine montages here.)
  • Okay, I’m breaking the local rule for this article from CNN contributor Bob Greene.

While families have lost their homes, we are fortunate that no lives have been lost due to the floodwaters. The spirit of the Fargo-Moorhead community is absolutely awesome and the outpouring of support from people across the nation has been amazing.

If you’re interested in helping out, our best suggestion would be to make a donation to the American Red Cross or Salvation Army. Both organizations have been instrumental in supporting our community this past week and for many weeks to come.

Selling Your Way into a Tough Buying Environment

By Jenny Davis

It’s no secret: the economy is tight all across the country. People buying software are more cautious than ever before. As I visit with Partners around the nation, I hear a lot of  prospect responses: “Not sure; still looking around; in a holding pattern;” and so on and so on. Well, as salespeople, we need to get our heads screwed on right and face what may be our toughest competition ever. Read more »

We’re All Stars?!?!

By Jenny Davis

Thanks to you, The Partner Channel has achieved All Star status for 2008! We use Constant Contact for our monthly e-Newsletter, event promotion, and other communications. We really like the product, and turns out they think we’re using it well! Check out our cool badge of honor…

Constant Contact 2008 All Star

Email Marketing by
Constant Contact

Social Media Marketing: Get on Board!

By Adrianne Machina

In the last couple of years, a monumental shift has occurred online with the advent of Web 2.0 and social media marketing. Many companies are waking up to find themselves in a whole new world where they don’t know the language, the customs, or how to make friends. If that describes you, then today I’d like to be your Web 2.0 tour guide.  Read more »

Announcing our Best in Show

By Jenny Davis

Kudos, accolades, applause, and major congratulations to EthoTech, our virtual “Best in Show” for the Spring 2009 edition of The Partner Channel Virtual Expo!

The team at EthoTech did a fantastic job of bringing their booth to life, from their show banner to their terrific video. Check out their handiwork now by visiting and navigating to ‘EthoTech’ in the alphabetical Company Name list.

Once you check out EthoTech, spend some time finding solutions you need via the Industry, Horizontal, and Services navigation options.

(And be sure to check out the fishbowl in The Partner Channel’s booth for a chance to win a Flip video camcorder.)

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