Intel Looks To Channel To Sell To Small Business

While a sales force can generate enterprise sales and television commercials can reach the consumer audience, the channel will be Intel's inroad with the small business market, said Steve Dallman, director, North American distribution and channel sales and marketing at Intel.

Speaking at the World of Difference Learning and Development Conference in New York City Thursday, Dallman said that for the channel, the key to understanding how to sell to small businesses is knowing how to explain how technology will improve the lifestyle of the small business employee.

To help the channel reach out to small businesses, Intel is conducting training sessions across the country in 2006, and will help resellers advertise. The company is making improvements to its reseller links on its Web site, and has formed a Channel Products Group, dedicated to creating products that are channel-friendly.

"Our channel membership is just an extended sales force for us -- trusted advisors to the customers," Dallman said.

Sponsored by Intel and the Small Business Technology Institute, Thursday's conference brought together resellers and small businesses, offering training and education sessions for both groups on new technologies and how to make them relevant to small businesses.