Category Archives: VAR Marketing Techniques

What Is A List Broker And Why Should I Use One?

By Bob Hebeisen In my years of experience working with PTC’s Value Added Resellers (VARs) on their marketing activities, it always baffled me why none of them were using a list broker. I had countless conversations with VAR marketers to … Continue reading

Posted in Audience Acquisition, Email Marketing, List Broker, Marketing Planning, Media Planning, Target Market, VAR Marketing Techniques | 3 Comments

Facebook Doesn’t Work For B2B, But Here Are 4 Social Media Marketing Techniques That Do

There is a lot of discussion about how Social Media Marketing might fit into Channel Marketing (and into B-to-B Marketing in general). I recently wrote an article about how I thought Social Media had zero significant advantages as a tool … Continue reading

Posted in Blog, Channel Marketing Best Practices, Community Site, Facebook, LinkedIn, Social Media, Twitter, VAR Marketing Techniques | 7 Comments

Free Seminar Planning Calendar, Timeline, & Checklist

Just finished conducting a webcast for the VARs about how to plan and execute a seminar and I figured I would post a “sanitized” version of the presentation and planning resources here: 1. Slideshare: “How to Plan & Execute a … Continue reading

Posted in Channel Marketing Best Practices, Email Marketing, Seminar Marketing, VAR Marketing Techniques, Webinar Marketing | Leave a comment

How do you fix bad VAR Websites? (Part 3)

In post 1 and post 2 on this subject matter I noted that we see a couple of common problems with our VAR websites: VAR websites exhibit low, slow adoption of our marketing assets VAR websites frequently exhibit product branding violations … Continue reading

Posted in Channel Marketing Best Practices, SharedVue, VAR Marketing Techniques, Web Content Syndication, Website Marketing | 4 Comments

Writing Compelling Invitations for Seminars (& Webinars)

Here is an often cited direct marketing maxim: Sell the offer, not the product. This is an important distinction, especially in seminar marketing. The objective with your seminar invitation is NOT to close the sale (so in the invitation don’t … Continue reading

Posted in Copywriting, Email Marketing, Seminar Marketing, VAR Marketing Techniques, Webinar Marketing | 1 Comment

Avoid Common Pitfalls for More Effective Sales Seminars — Part 2

In Part 1 of this post, I discussed the importance of having a good sales pipeline, building quality content, and allowing adequate time for promotion. I want to publish a few additional thoughts here. 1. Doing the Little Things Right … Continue reading

Posted in Channel Marketing Best Practices, Seminar Marketing, VAR Marketing Techniques | Leave a comment

Avoid Common Pitfalls for More Effective Sales Seminars

I know it is much more “vogue” these days to write articles about social media ;-)! But seminars are real meat-and-potatoes activity for resellers. So when it is not going well, there is a real problem.Resellers are constantly being pushed … Continue reading

Posted in Channel Marketing Best Practices, Seminar Marketing, VAR Marketing Techniques | 1 Comment

How do you fix bad VAR Websites? (Part 2)

In “Part 1” of this topic I identified what I mean when I say most VAR websites are a disaster (low, slow adoption of marketing assets; and outdated, out-of-brand product content). And I noted the reason why the websites are … Continue reading

Posted in Channel Marketing Best Practices, SharedVue, VAR Marketing Techniques, Web Content Syndication, Website Marketing | 1 Comment

How do you fix bad VAR Websites? (Part 1)

It’s a common complaint: “Our VARs’ websites are a disaster!” The typical problems are: VAR websites exhibit *low*, *slow* adoption of marketing assets VAR websites contain *outdated*, *out-of-brand* product content I could show you several hundred examples of this. VAR … Continue reading

Posted in SharedVue, VAR Marketing Techniques, Web Content Syndication, Website Marketing | 3 Comments