Seven Secrets to More Vendor MDF

Seven Secrets to More Vendor MDF

Ted Hulsy

VP of Marketing

415-235-6087

[email protected]

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Agenda

• Background• Seven Secrets• Discussion

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Background

• VP of Marketing, eFolder

• 14 years of channel marketing experience– Sprint, NorthPoint, Netopia, and SonicWALL

• 6 years with SonicWALL– Directed $2-3 mil in MDF annually

• Worked with big and small partners

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1. Pick your lead horses

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Example: Heartland Technology Solutions

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2. Is your receptionist the VP of Marketing?

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Are you ready to do marketing?

Source: Arlin Sorensen, “Ten Things I Accidentally Learned Along the Way”

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3. Ask for more until you are embarrassed

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4. Even better, “plan” don’t “ask”

The sales territory with the best planning focused sales rep gets way more than their fair share of the MDF pie. Same goes for partners.

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5. Master the One Page Memo

If it can’t be summarized in one page, it is probably not worth doing.

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6. Focus on leads

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7. Write down and communicate the results

Source: Jane Cage, Heartland Technology Solutions

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Rinse and Repeat

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Keep in Touch

@tedsefolder@efolder

www.linkedin.com/in/tedhulsy

www.facebook.com/efolder

www.youtube.com/efoldervideos