Confessions of A Successful VAR
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Presented at the Microsoft Worldwide Partner Conference, Washington, DC on July 13th 2010. Hear from Richard Tubb, Arlin Sorensen, Dean Calvert and Jerod Powell about how they are maximizing their sales relationship with Microsoft. Many partners are successful but there’s a handful who have discovered the matrix that is Microsoft and they want to share their secrets with you. From managing the relationship with your Partner Account Manager to navigating untapped sales tools and resources, this session will help you become smarter about how you drive and grow your business with Microsoft. This session is specifically designed for the Value-Added Resellers (VAR) who sell locally to customers without an IT Department and focus on value-added services opportunities on key “attach” workloads like Networking, Virtualization, Security, BI, Messaging and Collaboration.
Transcript of Confessions of A Successful VAR
Confessions of a Successful VAR
Andrea RussellGlobal Channel Development ManagerMicrosoft Corporation
Tuesday, July 13, 2010 4:00 – 5:00 PM
Agenda
Welcome and Introductions (5 min)
Key “Secrets” Themes (35 min)
Maximizing Sales (Jerod Powell)
Saving Time (Dean Calvert)
Building Relationships (Richard Tubb)
Key Go-Do’s (Arlin Sorensen)
Video: Confessions from the Street! (5 min)
Audience Q&A (15 min)
Meet the Panel
Dean CalvertCEOCalvert Technologies
partner
Jerod PowellCEO & Co-FounderInfinIT Consulting
Richard TubbBusiness Development DirectorJamesCash.co.uk Ltd inc. | Netlink IT
Arlin SorensenCEOHeartland Technology Solutions
Sales Secrets (Jerod)
Working with Your Microsoft Field Representative
Working with Distributors
Efficiency Secrets (Dean)
Building Your Practice
Engage Locally
Relationship Secrets (Richard)
Peer to Peer Relationships
Building Community
Wrap-Up and Go-Do’s (Arlin)The Rules For Success Planning: Writing your PBP/PSP Partnerships: Leveraging IAMCP Microsoft Engagement: Writing your MPN Plan
What’s Next? Top 5 Go-Dos
Confessions from the Street
video
Q & A
© 2010 Microsoft Corporation. All rights reserved. Microsoft, Windows, Windows Vista and other product names are or may be registered trademarks and/or trademarks in the U.S. and/or other countries.The information herein is for informational purposes only and represents the current view of Microsoft Corporation as of the date of this presentation. Because Microsoft must respond to changing market conditions, it should not be interpreted to
be a commitment on the part of Microsoft, and Microsoft cannot guarantee the accuracy of any information provided after the date of this presentation. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.
