1 / 17

The Partner Event 2010 ISV Marketing: The In’s and Out’s of Marketing Through an Indirect Sales Channel Michelle Glen

The Partner Event 2010 ISV Marketing: The In’s and Out’s of Marketing Through an Indirect Sales Channel Michelle Glennie The Partner Marketing Group. What are your marketing challenges as an ISV?. 5 Ideas to Bring into Your Marketing Communications. Idea 1: Who Are You Marketing To?.

mairead
Download Presentation

The Partner Event 2010 ISV Marketing: The In’s and Out’s of Marketing Through an Indirect Sales Channel Michelle Glen

An Image/Link below is provided (as is) to download presentation Download Policy: Content on the Website is provided to you AS IS for your information and personal use and may not be sold / licensed / shared on other websites without getting consent from its author. Content is provided to you AS IS for your information and personal use only. Download presentation by click this link. While downloading, if for some reason you are not able to download a presentation, the publisher may have deleted the file from their server. During download, if you can't get a presentation, the file might be deleted by the publisher.

E N D

Presentation Transcript

  1. The Partner Event 2010 ISV Marketing: The In’s and Out’s of Marketing Through an Indirect Sales Channel Michelle GlennieThe Partner Marketing Group

  2. What are your marketing challenges as an ISV?

  3. 5 Ideas to Bring into Your Marketing Communications

  4. Idea 1: Who Are You Marketing To? • End Users • Partners • Microsoft What can you do to make this easier for them?

  5. Idea 2: Focus on the People You Interact With, Not the Product • Questions you should ask: • How does our product benefit their business? • How does our product change their business?

  6. We Already Do That… • How does our product benefit their business? • Increased efficiency, better reporting? Perhaps, but…Who cares? That is what everyone says… • How does our product change their business? • Imagine if... • Immediate results you will see… Bring the focus back to them and not on you – Show you understand their business

  7. Idea 3: How Does Your Product Help People Connect? • Bring it to a personal level with those you are selling to. How will you help them: • Connect their employees & departments • Connect with vendors • Connect with customers • See increased revenue • Give them more time in a day Make them the hero for choosing or introducing your software.

  8. Idea 4: Anticipate Hesitations • Talk to your Sales Department – What makes prospects reluctant to purchase? • We cannot afford this… • We don’t need all this functionality… • We need this functionality… • Our company really needs X… • Address these hesitations in your communications before they can be brought up. This will show a level of understanding on your part.

  9. Idea 5: Facts Tell. Stories Sell. • Case Studies! • Show the impact you can have on their business. • Give prospects something to relate to. • People recall stories much easier than they do facts. Think of your customers’ experience as the backup chorus to your company’s voice!

  10. Microsoft Resources • Microsoft Dynamics Partner Playbooks • The Playbooks provide partners & ISVs a single source guide with information and links to the most current tools and resources available for Microsoft Dynamics. • Microsoft Dynamics ISV Playbook • Microsoft Dynamics CRM Partner Playbook • Microsoft Dynamics ERP Partner Playbook http://www.microsoftdynamicspartnercommunity.com/TrainingTools.aspx

  11. Microsoft Resources • General information on ISV programs & competencies can be found at: https://partner.microsoft.com/global/program/competencies/compisvsoftware • ISV Resources on PartnerSource: https://mbs.microsoft.com/partnersource/isvsolutions • Ready-to-Go Marketing Services: http://www.mspartnerdirect.com/action/microsoft/site/library/CampaignView?campaignID=1269 • Marketing for ISVs on PartnerSource: https://mbs.microsoft.com/partnersource/isvsolutions/ResourceTools/MarketingforPartners.htm • Enroll in the Marketing Professional Community: https://mbs.microsoft.com/partnersource/communities/marketing/

  12. Quick Tips • Try DemoMate to create internal and online demos. Microsoft has negotiated a year subscription for $199 which is 60% off the standard pricing! Visit PartnerSource at: https://mbs.microsoft.com/partnersource/marketing/marketingcollateral/demos/demomate.htm?printpage=false&stext=demomate. • On your next mailer try a shaped postcard. Visit www.shipshapes.com or work with a local printer.

  13. Quick Tips • Get short videos of customer testimonials to put on your website and social media sites. • Create industry and/or customer groups on Linkedin. Encourage discussions, educate your readers and inform them of company webcasts and product announcements. • Join a group blog. These can be focused on industry or simply Microsoft Dynamics. This will increase your company awareness and help your SEO. For example the Accounting Software Review blog at http://accounting-software-blog.com/.

  14. Key Items to Remember • Make it easy for partners to sell your product. • Educate and give them the tools they need. • Get to know other ISVs in the community and work together. • Personalize your marketing – Bring life to the experience that a prospect would have with you. • Build your relationships with your current customers – they are the proof you need to sell your product!

  15. Our Offer to You! Leave Your Business Card for a Chance to Win: A Free Annual Subscription to our New E-Newsletter Content Library ($1252 Value) Or a 2 Page Case Study ($1100 Value)

  16. Don’t Forget to Complete your Evaluation Feel Free to Contact Me Directly: michelle@thepartnermarketinggroup.com Download this Presentation from our website: www.thepartnermarketinggroup.com/consultants-corner-downloads.php

  17. Questions?

More Related