Why selling differences imply need for different partners


Technology companies can’t exist without partners.
Although it is better not to grant exclusivity to partners, too many partners in one geographic region might be too much. However you should be analyzing your partner not only for the other products and solutions he carries and proposes to his potential customers and customers, you should also analyze how each partner in a region sells.

Partner sales types

– Reseller partners are likely to sell on price to buyers/purchase dept. as your products or solutions are available to many other resellers.
– Partners can sell to managers based on functions and features in order to make a difference.
– Value Added Resellers or Partners will enhance the product or solution giving an advantage over competition.
– Consulting partners are giving advice and consulting to the CxO level in companies which is quite different from the previously mentioned.

Partner – Selling

– Reseller: sell on price to purchase dept.
– Partners: sell functions and features to managers
– VAR: sell advantages to the Business Unit Manager
– Consultants: sell benefits to CxO’s

So even in one geographic region you can have several partners each having a different sales approach to potential customers.

What kind of partners do you have ?
Do you have one partner in each of these categories in your geographic regions ?


Leave a Reply

About us

Engago Technologies provides a B2B web service for marketing and sales.

About web lead generation

 Get more leads: 30 day free trial

 See companies visiting your website: Visiting companies  Your potential hot leads to contact

Meta - Subscribe

 Subscribe in a reader
     RSS Really Simple Syndication

By email:


English flagItalian flagGerman flagFrench flagSpanish flag





Alltop, confirmation that we kick ass

Online Marketing Toplist

Add to Technorati Favorites

Add to Google Reader or Homepage

Subscribe in Rojo

Add to My AOL

Add to netvibes

Subscribe in Bloglines

Add to The Free Dictionary

Add to Excite MIX

Add to netomat Hub

Add to fwicki


Add to Webwag

Search For Blogs, Submit Blogs, The Ultimate Blog Directory

Business Blogs - Blog Top Sites

Blog Directory for USA

Business Blogs - Blog Rankings

Twingly BlogRank

Find the best blogs at Blogs.com.


Webfeed (RSS/ATOM/RDF) submitted to http://www.feeds4all.nl

Marketing & SEO Blogs - Blog Top Sites

Links: Paperblog

Dr.5z5 Open Feed Directory


Feedage Grade A rated

blog directory

Business blog

Top  blogs

Blog Directory

Internet Marketing Blog Directory

Top marketing blogs award

The LEADSExplorer Blog

Top marketing blogs

Blog Ping Tool
Ping your blog