Channel Sales 101 ACT! 2011, #SageACT

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With such huge revenue stream for most manufactures some struggle to get off the ground. I was talking to a Fortune 500 company last week with great brand working on this same strategy. It all came down to getting “The Sales Rep” to talk about your product with “Their” customer. GOOD LUCK…

So you tell me what’s the magic to making this happen? Some would say spiffs; others would throw money at marketing… If'veseen both fail miserably. There has to be a simple way.

What is it?

Cheers,

Greg DePinto

Comments

With ACT!, it's much easier (or maybe not?) ... historically, the best way to garner "mind-share" for ACT! in the channel is to get them to actually use your product.

ACT! is a product the lends itself to the channel to actually use ... if you can't sell it to them, why would you expect them to sell it to their user-base?

Sage, with it's background in ERP, seem to have a problem leveraging off the user-passion that ACT! has always been able to win. In my case, Sage have actually told me that they don't want me involved in ACT! - this after supporting it since 1987.

With this calvalier disparaging of people who devote their business-life to the product, it's no surprise there are difficulties in getting the type of channel support you're looking for.

Regards,
Mike Lazarus
ACT! Evangelist
GL Computing, Australia
http://Blog.GLComputing.com.au
http://twitter.com/GLComputing

Join the LinkedIN ACT! Fanatics Group - http://www.linkedin.com/groups?gid=49896

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