Tactical Elements – Channel Marketing Programs

Kerry developed the 3Com Small Business Networking Partner Program, a program targeted to resellers that earned 50% or more of their revenue with small businesses. The program included free training and support around the clock. The Small Business Partner Program was launched in February 1997 with a satellite event broadcast to over 50 sites in the US and Canada.  More than 500 hundred resellers attended.

A subsequent ad campaign featured spots in all major reseller publications such as Computer Reseller News, VAR Business and LAN Times Reseller Edition.

Kerry also worked closely with CRN to create a Small Business Report on CRN's web site, which ran five-minute daily talk show, focused on the small business trends and featured a pullout booklet listing the upcoming topics, and a 3Com ad, in each week's publication.

Other promotions included:
Reseller Evaluation packet offering an Office Connect Networking Kit as an introduction to 3Com's small business products.

Networking Benefits Sales Kit that let VARs customize a CD-ROM with an interactive demonstration, as well as a Calculator that allowed businesses to figure out exactly what the one -year return on investment for installing a network would be.

A Reseller Locator tool that allowed customers to locate a 3Com Small Business Partner via an 800 number and the web.

The Network Designer, a web-based network configuration tool that provided resellers with diagrams of network models for all 3Com products helping them to configure a network.

Once a quarter outbound telemarketing call to all Partner Program members.

A Demo Program that allowed resellers to purchase 3Com products at a 50% discount .  Free Technical and Sales programs for resellers and key distributors.

Click here to review End User Marketing Programs