When taking a new product to market, how should you recruit and manage resellers? We recently interviewed Ted Grulikowksi, the Vice President of the B2B business unit at MarketSource. MarketSource is the world’s leading outsourcing company. And the topic of conversation was taking a new product to market by recruiting and managing a team of resellers.


Many companies have hired Ted and his team at MarketSource to solve their reseller channel problems. He is an expert at getting resellers to sell his client’s products and grow revenue. During the show, he will answer questions such as:


  • What are the common problems companies run into when trying to grow their reseller revenues?
  • How can you determine your ideal reseller profile?
  • How can you determine which resellers will generate the most revenue?
  • What are the best ways to recruit and onboard new reseller partners?
  • How can you avoid the typical mistakes made when trying to grow reseller revenue?


Many sales leaders will make or miss their revenue growth objective based on the amount of revenue generated by their reseller channel. This means you need to recruit, onboard, enable and nurture reseller partners. But companies don’t often do this well. Listen to Ted’s insights on how to succeed when generating revenue through reseller channels in order to get it right.


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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