Circa65

A recent meeting with a client provided a vivid reminder of this fact. As we are often called upon to do by VAR businesses, the purpose of this meeting was to examine the viability of creating a sales and marketing plan to address a specific vertical market – in this case - healthcare. In addition to the usual collection of technology sales experts and people from the marketing department we were fortunate enough to have the presence of the company’s VP of Operations. Despite not being a sales or marketing person, this person was definitely the MVP of the meeting.

Typically, our challenge in developing Reseller marketing plans is finding any expertise or experience unique to the company’s offering in a specific market. During the opening “round the table” introductions, we learned of this person’s prior work history which included not only extensive years of experience in the healthcare industry but in fact an invaluable rich list of current industry contacts. Perhaps your company possesses a similar asset in the form of market expertise – but you may have to look for it outside the technology sales and marketing groups.