Helping VARs, Vendors Execute


For nearly 30 years we have been helping solution providers and high-tech suppliers execute in the market. Fact is, no one has been involved in this even remotely as long as we have. It began with CRN in print form but over the years, we, like you, have evolved into a completely different business. Our business here at UBM Everything Channel (formerly CMP Channel Group) is so different now that I feel a need to tell you about our strategy and how you can leverage it.

CRN and the power of a world-class editorial team that drives more and better content on issues that matter to you is, and always will be, a key element. The editorial team spreads out across the industry every day and unearths relevant content that you absorb through print, video, online, mobile and any other distribution mechanism that makes sense. We ask questions and see things no one else sees because we are the only company focused solely on sales channels.

But to truly serve the need to accelerate technology sales on the part of solution providers and vendors alike we have added hundreds of other capabilities. Let me touch on a few of the bigger services you may be able to take advantage of.

We drive demand. You may not realize it, but thousands of solution providers are knocking down sales by using our demand-generation capabilities either through direct engagement with us or through vendor partners. We believe we generate and deliver better and more qualified sales leads than anyone in the business, and we are doing it every day in North and South America as well as in EMEA. Much of this work is on behalf of the top manufacturers in the market, which take our leads and redistribute them to their top partners. We also build custom lead-generation programs that solution providers use MDF to pay for, and offer database management services, custom events to drive demand, telesales, etc.

We recruit the right solution providers and match them with manufacturers that have a product and program that fit their business model. We know solution providers' needs and capabilities, and top-tier manufacturers often ask us to find the right partners for them. But we don't stop there. Once we have the right match, we help solution providers ramp up on the vendor's products and programs.

We build custom content for education and other uses. We have a large education business here for solution providers looking to build better businesses but also for manufacturers that need to teach their channel-facing employees how to execute in the market. Beyond that, we are building custom Web sites around specific topics for manufacturers attempting to help partners understand how to build sales practices in vertical arenas. We can do this because we know content and we can customize and deliver it in whatever form needed.

To finish, let me list some other things we can do: Event management; database cleansing; list rental; sponsored communities; online micro-sites; partner program development and other consulting services; partner benchmarking; competitive partner program analysis; partner capacity planning; advertising services both online and print; deal-registration services; Webinars; virtual online trade shows both custom and open market; live events for solution providers and end users.

In the end, Everything Channel is designed to help solution providers and manufacturers execute in the market. If you need more information, drop us a note at getinfo@ec.ubm.com.