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 Owning our customers
Owning our customers' customers
Owning our customers' customers' customers
Since 1980, Integrated mar.com has had the honor and good fortune of being able to assist about 350 IT companies in the development and implementation of their strategic channel initiatives. During this period we have covered the entire spectrum of the industry:
Go-To-Market Approach
Clients
Markets
Government
Vendors
| Our Customers |
Channel marketing and sales people at the approximately 1,000 IT Vendors who provide products for the 11 - 500 seat marketplace. |
| Advantages they provide |
They have the channel marketing budgets and recognize the need for better utilization of, and accountability for, these expenditures. |
| Advantages mar.com provides |
A full end-to-end suite of effective, cost efficient channel marketing vehicles, tools and programs that are measurable back to ROI. |
| Strategy |
Create channel champions within the marketing/sales departments of Vendors via ongoing communication, education, solicitation, engagement and enabling them to successfully grow their channel business. |
Vehicle and Tools mar.com Provides |
Communication:
• Channel Advisor
• ChannelLine Advisory Council
• Weekly Open Forum
• Webinars
• PodCasts
Sales Drivers:
• VAR and SMB Databases
• Channel Sales Cycle Workshops
• Comfort Marketing Program
• Channel Business Portal
• Lead Generation Program
• Channel Service Provider Alliance
• ChannelLine X Awards
• Dialog Marketing
• Pay-for-Performance Programs
• Doing IT Business In Canada
• Doing IT Business In The US
• Vendor channel job listing service
• VAR channel job listing service
• Surveys and White papers
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| Engaging |
• Vendors can engage with us at no charge by sending us editorial material or by participating in the Council, Open Forum, Webinars, PodCasts, etc.
• Vendors can increase their value by purchasing media space, sponsoring other communication vehicles or by hiring us to develop a customized channel marketing program for them, or part thereof.
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VARs
| Our Customers' Customers |
The 51st-7,500th largest VARs who sell and/or recommend $200 billion worth of IT products to the 11-500 seat SMBs, as well as install, service and support their IT solutions. |
| Advantages they provide |
They own locally-based and own the relationships with the SMBs. They are the key influencers as to what products and solutions are purchased. |
| Advantages mar.com provides |
A full end-to-end suite of effective, cost efficient channel marketing vehicles, tools and programs that are measurable back to ROI. |
| Strategy |
• Once Vendors provide their partners with our FREE tools they will have a very difficult time ending a contract with us (assuming the tools are effective) due to the lingering bad will it will cause with the VAR partners. The more effective the tools are, the more the VARs will want to use them and the Vendors will want to supply them.
• VARs have the best relationships with SMBs. The closer we get to the VARs the closer we get to the SMBs via database access, etc. and thus the better we are able to send them messages from our Vendor clients.
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Vehicle and Tools mar.com Provides |
Communication:
• eChannelLine US
• eFocused Reports
• ChannelLine Advisory Council (CLAC)
• Weekly Open Forum
FREE Sales Drivers:
• Qualified Lead Generation Program
• Solution Selling and Business Education Training
• Product Training
• Comfort Marketing: Inexpensive/FREE Product Trials and Demos
• ConnectIT Customization Tool
• Channel Business Education Certification Program
• VAR Seal
• VAR Locator
• Online Store Front
• CRM program
• VAR daily job listing service
• Channel events
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| Engaging |
While they can simply fill in basic contact information and be engaged, to take it to the next level we ask them to: be profiled on our database; evaluate Vendor offers/programs/products and provide feedback; answer surveys; and provide us with access (direct or via them) to their databases.
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SMBs
| Our Customers' Customers' Customers |
The 1.5 million SMBs with 11 - 500 seats who collectively employ about 55 million people and purchase about $350 billion of IT products - of which about $280 billion flows through the channel. |
| Advantages they provide |
About 80% of their IT purchases go through VARs - who they consider to be their trusted business advisors. |
| Advantages mar.com provides |
We make it easier for them to connect with VARs that have the expertise they require. |
| Strategy |
They represent the market that everyone is fighting for. The closer we get to them, the easier it is for us to complete the link from Vendor to VAR to SMB. |
Vehicle and Tools mar.com Provides |
Communication:
• ConnectIT
• ConnectIT Customization Tool
• eFocused Reports
• HTMLs
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| Engaging |
We provide them with FREE information about how to increase their bottom line, with a strong focus on how IT solutions can give them a competitive edge.
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Service Providers
| Our Partners and Competitors |
These are either divisions of large companies or small, service oriented companies that provide channel marketing and sales solutions. |
| Advantages they provide |
They help fill in components of the entire solution we sell and open Vendor doors for us. |
| Advantages mar.com provides |
Greater reach to the Vendor community and the ability to provide their clients with a more complete solution. |
| Strategy |
By partnering with them it gives us a wider range of product offerings, more channel expertise and a larger then life image from the Vendors' perspective. By default, it presents us as the channel marketing experts. |
Vehicle and Tools mar.com Provides |
• ChannelLine Advisory Council
• Channel Sales Cycle workshops
• Channel Advisor
• Lead Generation Program
• Joint channel-focused research
• Webinars
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| Engaging |
Agree to participate in Channel Sales Cycle workshops, Channel Advisor (articles, databases, advertising), Lead Generation Program, etc.
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