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These are the key takeaways from a partner panel discussion at the Heartland Technology Groups (HTG) Summit in May 2012 in Dallas, TX. Steve Harper, Lyf Wildenberg, and Lloyd Wolf took the stage. Ted Hulsy from eFolder moderated the panel. The panel discussed ways for managed service providers to dramatically increase sales by deepening vendor and partner relationships. To join HTG go: http://www.htgpeergroups.com/become-an-htg-member/application.html
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Increasing Sales by Partnering with Vendors
Partner Panel Discussion
Introductions
Steve HarperPresident, CEONMGI
Lyf WildenbergPresident/Co-founderMytech Partners
Lloyd WolfPresident, CEOWolf Consulting
Moderator:Ted HulsyVP of MarketingeFolder
Takeaways
Lloyd Wolf:- Leverage your HTG peers; copy what has worked; don’t reinvent the wheel- Start small and just get started
Lyf Wildenberg:- Vendor relationships are a two way street:
- Make commitments and expect commitments- Meet face to face- Go deep, not wide
Steve Harper- Get with the program: spend time to learn the details of key vendor MDF programs- Feedback: share results on campaigns, report on leads/sales- Be loyal: decide upon key, lead vendors in each category
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