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How can VARs provide value to clients through lead management?

Clients value VARs who fill the role of trusted advisor. Discover how VARs can enhance their lead management efforts by providing this added value to their clients.

We train our own business development representatives and work on providing value to our prospective customers. That's where we see lots of potential, with our business development. We're kicking off 2008 with an educational event for everybody in our company, everybody from the receptionist to human resources so they have an idea of [our] products, so that if someone is out, they can back up that particular person. Education is extremely important to us, and this event is the first one for Mobius Partners. We've invited all our partners to come and give us tutorials on their products and marketing programs for 2008. I also suspect that some marketing ideas will come out of this because we'll be putting our heads together with our vendors and our partners and figuring out what we need to do to be successful and to go to market.

About the author
Jay Uribe is the co-founder of Mobius Partners, an enterprise VAR based in San Antonio. Listen to the rest of Jay's answers on lead management by downloading our lead management podcast.

 What advice I'd offer to VARs that want to grow is to stay focused. It's easy to get pulled in so many different directions with marketing campaigns, and especially when they're throwing marketing dollars at you, you really get excited because you see it's going to help your business. But if you're willing to stay focused and pass up the ones that are outside of your core business and focus on the ones that are in your core business, that's when you'll be successful and you'll see the return on your marketing dollars.

Return to the lead management FAQ guide and read the rest of Jay's expert responses.

This was last published in January 2008

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