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How to Develop an
IT Reseller Channel and/or
Become a Vendor Partner

Launching and managing strategic sales partnerships or being an authorized reseller is a complex, expensive investment. When managed correctly, it can reduce your sales operating costs and increase your market share. When incorrectly handled, it can slow your top line revenue growth and disrupt your entire business.

Through this teleseminar, we will look at the best practices on becoming a business partner with a large vendor, how to maximize your success, and how to set-up your own business partnerships and reseller channel.

What you will learn:

• 11 ways to evaluate your business partner or vendor
• How to use the concentric circle model to increase your revenue capture success
• 7 variables that should be in every vendor or reseller agreement to make it fair to both parties
• 9 reasons why most reseller channel partnerships are a waste of time
• How to manage your channel partner's manager so they help you sell more
• How to assess your company's business needs to determine if a channel is the correct way to grow revenues
• The top business requirements you will need to set up a channel or to become a successful business partner with a vendor
• How to set up and manage your channel reseller program to make it successful using a master scorecard checklist
• How to determine what your budget investment should be to set up your sales channel
• How to calculate sales quota for your channel or reseller program

Deadline to sign up for teleseminars is one hour prior to the teleseminar. If a teleseminar sells out, we will reflect "SOLD OUT" next to the registration link indicating there are no additional seats available.

Dial-up information and the download link for the workbook will be sent to participants 12 hours prior to the teleseminar. Reminders will be sent to participants 1 hour before the teleseminar begins.

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Each teleseminar has limited enrollment to allow interaction with the presenter. Prior to the lecture, each registrant receives an outline/workbook and can interact with the presenter by email during the discussion. This teleseminar is a lecture only via conference call. There will be no online presentation.

Time Zone Conversion:

• EST 12:00 noon - 2:00 pm
• CST 11:00 am - 1:00 pm
• MST 10:00 am - 12:00 noon
• PST 9:00 am - 11:00 am
• London 5:00 pm – 7:00 pm

If your time is not listed, please visit http://www.timezoneconverter.com to determine your local time and use US/Eastern as the "From Time Zone."

Note: The conference number is not toll-free. Participants will incur long distance telephone charges. The average long distance charge is about .07/minute. That would calculate to about $6.30 for the long distance charge. Fees vary. Please check with your provider for your rate.

Materials: Dial-up information will be forwarded to registrants approximately one day prior to the teleseminar along with the workbook.

Teleseminar Cancellations and Substitutions: Cancellations are subject to the entire teleseminar fee. Notices of cancellation received prior to the teleseminar are entitled to receive a credit towards a future teleseminar. Credits expire 1 year from the original teleseminar date and may only be used to reschedule one time. Please note that if you don't cancel and don't attend, you are still responsible for payment and are not entitled to future credit. Substitutions may be made at any time prior to the teleseminar and Value Forward Group must be notified of such substitutions by email from the original registrant.