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Ted Hulsy, VP of marketing for eFolder, shares his years of experience with administering MDF programs. In this talk Ted shares his the seven best practices partners should follow to get more than their fair share of MDF.
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Agenda
• Background• Seven Secrets• Discussion
© 2011 eFolder, Inc. All Right Reserved.2
Background
• VP of Marketing, eFolder
• 14 years of channel marketing experience– Sprint, NorthPoint, Netopia, and SonicWALL
• 6 years with SonicWALL– Directed $2-3 mil in MDF annually
• Worked with big and small partners
© 2011 eFolder, Inc. All Right Reserved.3
1. Pick your lead horses
© 2011 eFolder, Inc. All Right Reserved.4
Example: Heartland Technology Solutions
© 2011 eFolder, Inc. All Right Reserved.5
2. Is your receptionist the VP of Marketing?
© 2011 eFolder, Inc. All Right Reserved.6
Are you ready to do marketing?
© 2011 eFolder, Inc. All Right Reserved.7 Source: Arlin Sorensen, “Ten Things I Accidentally Learned Along the Way”
3. Ask for more until you are embarrassed
© 2011 eFolder, Inc. All Right Reserved.8
4. Even better, “plan” don’t “ask”
© 2011 eFolder, Inc. All Right Reserved.9
The sales territory with the best planning focused sales rep gets way more than their fair share of the MDF pie. Same goes for partners.
5. Master the One Page Memo
© 2011 eFolder, Inc. All Right Reserved.10
If it can’t be summarized in one page, it is probably not worth doing.
6. Focus on leads
© 2011 eFolder, Inc. All Right Reserved.11
7. Write down and communicate the results
© 2011 eFolder, Inc. All Right Reserved.12 Source: Jane Cage, Heartland Technology Solutions
Rinse and Repeat
© 2011 eFolder, Inc. All Right Reserved.13
Keep in Touch
© 2011 eFolder, Inc. All Right Reserved.14
@tedsefolder@efolder
www.linkedin.com/in/tedhulsy
www.facebook.com/efolder
www.youtube.com/efoldervideos
