reseller

Reseller Programs

Robert Tolar Marketing offers tailored versions of the Strategic Account Planning process for Value Added Resellers (VARs), Independent Software Vendors (ISVs) and Commercial System Integrators (CSIs). The planning requirements for these strategic partners differ from those of a typical
"end user"customer.
In addition, Robert Tolar Marketing has established, through association with highly experienced professionals in alternative channel selling , a program for companies engaged in reseller recruitment and development.

CUSTOMERS LOVE IT!

"My Sun Reseller Region has utilized the Tolar planning methodology to develop joint plans with many of our resellers and the response has been consistently enthusiastic. Both the Sun sales teams and their reseller partners affirm the great value of developing our sales plans together. The planning process is a very effective joint sales tool."

Western Region Director
Sun Microsystems

Download the Reseller Advance Package
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Reseller Planning Overview

THE ESSENCE OF PARTNERSHIP

The methodology utilized in development of the Reseller Plan is a process known as Structured Account Planning. The planning techniques are particularly effective in joint customer planning. The structured planning session is a two day structured "brainstorming"session involving all parties who have knowledge of the partner and the selling situation. The methodology has been tailored for use in joint planning with strategic partners (such as ISVs, Resellers and CSIs) to address both "sell in"and "sell through"opportunities.

This is one of the most comprehensive account planning programs in the industry. The Tolar 'roadmap' engages the reseller, MOCA and Sun to deliver a detailed, effective and realistic business plan. We are all partners in supporting Sun products, so it only makes sense that we create these action plans together."

MOCA Vice President
and General Manager


	There are three types of plans that may be developed in the reseller planning session. These include:

RESELLER BUSINESS PLANNING— This session develops a fundamental business
plan for the reseller.

RESELLER DEVELOPMENT PLANNING—This is a co-authored joint business plan (reseller, vendor, and distributor) that sets forth a joint "go to market" plan for the reseller.

MAJOR OPPORTUNITY PLAN—This version of the planning process focuses on developing a strategic plan to win a major reseller customer. It is typically co-authored by the reseller, the vendor and the distributor.

Topical Agenda

1. STRATEGIC INTENT: This is an expression of what the long term win looks like for the partnership.

2. CUSTOMER/RESELLER PRESENTATION: The first half day (or more if necessary) will be devoted to developing an understanding of the partner's business. During this phase, senior reseller management (and staff, if appropriate) will be asked to kick off the session by presenting and discussing all aspects of their business..

3. IDENTIFIED BUSINESS OPPORTUNITIES: During this phase we will develop a chart of the known joint opportunities. Each participant should arrive prepared to contribute their input to this list.

4. IDENTIFIED JOINT MARKETING INITIATIVES: During this phase we will develop a profile of the joint marketing initiatives which we need to undertake to develop and grow the business.

5. PROBLEMS/BARRIERS: Each participant will be expected to arrive with a list of their "Top 10"problems or barriers to our joint success with this partner. These should be in writing, as complete sentences.

6. JOINT SALES OBJECTIVES: Develop a prioritized list of our objectives for the planning period.

7. ACTION PLAN: Develop strategy and tactics for each objective.

8. RESOURCES REQUIRED AND EXECUTIVE CONTACT PLAN: These will be extracted from the tactics developed in #5 above.

9. INTERNAL "SELL IN"PLANNING: The account team will develop items two through six, above, for the"sell in"portion of the business.