| Ingram Micro's SMB Alliance promotes partnerships
for SMB solution providers. We offer the tools and information you need
to increase sales, turn higher profits and identify leads.
Toward that end, we are offering a series of business practice workshops
covering best practices in sales management, sales tactics and customer
acquisition. The workshops, for SMB Alliance members only, will be given
by CMP Media's Institute for Partner Education and Development (IPED).
They provide follow-on training to last year's workshops, which covered
best practices for driving profitable business models.
"In 2006, we covered how to get your business model right,"
says Ryan Morris, director of channel intelligence at IPED. "This
year, we'll focus on business growth through more effective execution
of the sales function."
Solving Universal Problems
The workshops will address universal challenges that SMB VARs face, such
as:
- Finding and hiring more qualified sales reps
- Winning sales in the competitive and commoditized SMB market
- Preserving profit margins in light of current market trends
They will also distinguish between traditional selling of projectbased
solutions and the more relationship-based sales processes typically used
by managed services providers. "Understanding where the differences
lie will help you determine whether you're prepared to go after one or
the other opportunity," Morris says.
Management advice will also be presented on such topics as building an
effective sales team, developing strategies for proactive selling of multiple-technology
sol utions, and winning sales without discounting. Says Morris, "Key
takeaways will be how to improve negotiation skills and how to differentiate
your company on issues other than price."
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Building Better Channel Programs
SMB Alliance is also active in helping sponsoring manufacturers become
aware of the business needs of SMB Alliance members. "As an SMB solution
provider, you are committed to executing in the SMB marketplace, but that's
only part of the equation," says Kristine Flor, marketing manager
for SMB Alliance. "The other side is ensuring that your manufacturers
are prepared to interface with you for mutual success."
| New Programs For Members |
- SMB Alliance Partner Locator enables members to improve their
businesses by networking, collaborating with other members on
projects and sharing best practices via blogs, message boards,
etc.
- SMB Rewards Program is a loyalty program that awards points
to members for attending SMB Alliance-sponsored workshops and
webinars, filling out their SMB partner locator profile and participating
in other activities.
|
IPED will train manufacturers on the current state of the SMB market,
where end users are spending money and how to help VARs capitalize on
these opportunities. The training will help manufacturers size their channel
pro grams appropriately for smaller partners and will provide them with
an understanding of partner support needs.
Best Practices Workshop Schedule
- March 7, San Diego, CA
- May 22, Ft. Lauderdale, FL
- August 19, Orlando, FL
- June 19-20, Minneapolis, MN
- October, Dallas, TX
- November, San Diego, CA
For workshop information and registration, e-mail smb@ingrammicro.com,
or call (714) 382-4539.
About SMB Alliance
For more information, visit the SMB
Alliance web site or look for information in your SMB eLine eNewsletter. |
