Marketing to Small-Medium Businesses Via IT Consultants & Resellers

I was quoted in a special report by MarketingSherpa's contributing Editor, Dianna Huff. 

Here are just a few of the Marketing Tips in the article:

• Give them "meaty" marketing messages
• Teleprospecting works - if it's done well
• Invite consultants to demos at trade shows
• Webinars are key for consultants and VARs

Here's a few points that aren't in the article:

• Resellers and IT consultants are unique - treat them that way. 
• They are "opinion molders."  Treat them as “the customer” and help them connect with your "shared customer" - the end user company. 
• Resellers don't want 'cookie cutter' sales lead programs.  They want to co-create lead generation programs that are highly customized.
• They are more interested in working with partners that have taken the time to understand their market and their customers. 
• Start asking questions such as, "How can we help you sell more?  What do you need?  How do you plan to grow revenue?" 

Link: MarketingSherpa.com : How to Market to Small-Medium Businesses Via IT Consultants & Resellers.