Speakers: Ted Grulikowski | Greg Alexander, SBI



How much revenue is being generated by your reseller channel? This can make, or break, your 2016 revenue growth goal. This week on the SBI Sales and Marketing podcast, we spoke with Ted Grulikowski about taking a new product to market by recruiting and managing a team of resellers. Ted is the VP of the B2B unit at MarketSource, the world’s leading sales outsourcing company. MarketSource has been helping companies grow their revenues for over 35 years.


During his interview on the SBI’s Sales and Marketing podcast, Ted will discuss:


  • How to overcome the common obstacles faced when trying to grow reseller revenues.
  • How to determine the ideal reseller profile.
  • How to determine the right reseller coverage model.
  • How to get resellers to sell more of your products, and less of the competition’s.
  • How to mitigate the risks associated with reseller revenue growth programs.


Growing the revenue from resellers is hard. There is a high level of complexity associated with growing reseller revenue contributions. At the end of the day, there is a right way and a wrong way to do it. Don’t make the mistake of thinking this is easy. Instead, listen to Ted’s insights to achieve the sales growth you need to make your number in 2016.


Greg Alexander

Leads the firm's focus on the CEO’s role in accelerating revenue growth by getting the product team, the marketing department, and the sales organization into strategic alignment.

Greg is the host of The SBI Podcast, the most listened to sales and marketing podcast on the internet.


He is the host of SBI TV, a monthly television program broadcast on the internet featuring top B2B sales and marketing leader sharing their strategies to grow revenues.


Greg is the Editor-in-Chief of The SBI Magazine, the leading B2B publication focused on sales and marketing effectiveness.


He is the author of two critically acclaimed books Topgrading for Sales and Making the Number.


Greg has authored over 100 articles on SBI’s award winning blog, The SBI Blog.


He graduated from The University of Massachusetts Amherst with a BA in English and received his MBA from Georgia Tech.




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