ArmyRanger@MIT
- May 9, 2018
- 1 min read

Pillar #6 (of 6) for Building a WORLD CLASS Channel

Updated: Feb 21, 2019

(Speaking Topics for Corporate Events):

Fellow Techies,

Not fair (in this economy) to keep great industry minds a secret...

Here’s my latest take with the CHANNEL community on a crucial topic.

6. Re-investment - Loyalty programs, advanced tiers, MDF, user groups, National partners, DMRs

Here’s your icing on the cake when the cycle begins to churn:

A. Not all VARs are created equal, so you are free to create tiers to reward the high performers with increased margins and/or greater rebates.

B. MDF – this is literally cash-back from closed deals - for reinvestment back into the joint biz effort. The big boys all have it & we’ll need it also.

C. User Groups - Remember that great crew of engineers that will want to get certified? That’s the foundation of regional user groups to flesh out improvements, bug fixes... & engender loyalty.

D. Carving out new segments i.e. your DMR group (like CDW and Connection) and any National Partners, will allow you to craft your

1) initial investment and

2) model for re-investment specially for these 2 high producing groups.

Comments always crucial!

...stay tuned for Channel Success 10 question checklist coming up next!