Vendor Lead Generation--Where is It?

Vendor Lead Generation – Where Is It?

Does it sometimes seem as if every vendor’s partner program looks like every other vendor’s (yada, yada, yada)?  And why is it that most of the partner programs promise some type of lead generation but too often fail to deliver?  Listen up!

I’ve come across a vendor who actually invests money in the success of their partners!  Who has a lead generation program that is working and not only generating sales of their product but is seeing pull through sales as well!  And their messaging is designed so that even a 5-year old (Mark’s daughter) can understand it.  What a concept (tongue in cheek!)!  Whether or not you’re looking for someone who offers VoIP networking,  SIP trunking, etc. you need to check out Excel Telecommunications (www.excel.com) as an example of a great partner strategy and program….. for your other vendors to emulate. 

According to Mark Dunlap, VP Commercial Sales, Excel sells only through the channel and focuses on ensuring their partners have every opportunity to achieve success.   Their margins are among the highest (really).   And to fill their partners’ pipelines, they generate leads through their “Excel Your Business” end-user summits held across the country.  The half-day summits focus on the customer, not on products.  One of their recent summits in southern California achieved the following results for their partners:

• Of 65 attendees, 10 became almost immediate customers
• For the partner, almost $100K in pull through revenue was generated from a $1K/month invoice on Excel services

So check out www.excel-your-business.com to see the summit format!  And go to www.excelbundle.com if you do want to explore their partner program.  If only more vendors……