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The economy finally seems to be picking up. What will you do to take
advantage of this upswing? While your competitors are still weak and your
customers need assistance, now is the time to build a strong position
in the market!
Growing Your Business Through Reseller Partnerships
To reach a wide range of customers, and to build your business quickly,
effective reseller partnerships are critical. Partnerships serve multiple
purposes:
- Provide capabilities not available from your company.
- Gain efficient entry into new accounts.
- Leverage investments in marketing and sales by your partners.
Most companies, though, do not thoroughly plan their partnership
activities. Instead, they partner opportunistically with anyone who's
interested, or with the first partner identified in a given area.
We know of at least one company that went bankrupt due to a particularly
poor channel strategy...one that linked the company's future to a single
partner. When that partner did not perform, the company found itself without
any other access to the market.
In her white paper Growing Your Business Through Channel Partnerships,
Deb Merkin explores some of the basic issues in partner selection as it
relates to the lifecycle of the company.
In future articles, we will discuss other significant issues in partner
selection and management.
More on growing your business...
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How to Dance with a Partner And Not Get Stepped On |
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Our friend, Peter Kelman, Esq., writes about the legal aspects of
partnering. He warns that effective partnering is a tricky proposition.
You provide another company with access to your proprietary assets. You
want your partner to help exploit your assets, but you don't want your
partner to steal your assets, your customers or your competitive edge.
At best, you want to create a win - win scenario, in which each party
benefits from mutual collaboration. At worst, you want to avoid a lose -
win scenario, in which you lose by having your partner win over your
niche in the marketplace.
To protect your company's assets, before entering into a venture with
a partner, you should agree on a written set of terms and conditions
that address several key issues.
These key issues are summarized in Peter's writings...please read his
article for the details.
Learn how to reap the benefits and avoid the risks... » |
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Networking Alert! |
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September has really started off with a bang! We're finding people are
finally serious about business...they're looking for
opportunities to advance their businesses, and to meet with others who
have similar goals. To that end, we've identified a number of great
networking opportunities in Boston this month, and have highlighted a
few below:
- JTBN: Hot Technology Companies - The Next Big Wave of
Technologies. Tuesday, September 17th. Join JTBN and the panel
moderator, Jack Derby, of Derby Management, for some great networking
and the opportunity to discuss the hot upcoming technologies.
- Get Connected! SBANE's bimonthly networking event.
September 25th Levine, Katz, Nannis & Solomon, P.C., Needham, MA Join
a group of business owners and executives in an exciting environment!
SBANE invites you to join Levine, Katz, Nannis & Solomon, P.C. for
networking at its best.
Which events should you go to? » |
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Upcoming topics |
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Next issue we'll explore the question:
What does it take to
establish a successful partnership?
We get this question all the time. Clients want to expand their
market reach without spending any money...yet, successful partnerships
take time, money and effort.
We'll explore some of the key issues in upcoming newsletters. Stay
tuned! |
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Your Comments Appreciated |
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This newsletter represents a forum in which we can discuss the methods
for building that stronger position. To that end, I invite you to reply
to this newsletter with a brief comment on the key issues facing your
business and a couple of recent successes. I'd like to share some of
these (without divulging specifics) with other readers so that we may
all benefit. |
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About the Acelera Group |
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The Acelera Group plans and manages the marketing initiatives to fill
your sales pipeline with high quality prospects, leading to repeatable
business and higher profitability.
In focusing on the intersection of your core competency and market
opportunity, we help you to maximize market, revenue and profit
opportunities. While this may sound like strategy work, we focus on the
hands-on implementation of the marketing initiatives.
If you're interested in growing your business more quickly and
profitably, please contact us at 617.737.7100 to schedule an initial
discussion. We look forward to talking with you!
To contact us... » |
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