Tag Archives: Startupland

Vendor Programs: Do Resellers Really Give a Damn Anymore?

In my last post, we talked about the difference between evangelists and missionaries, and how the more innovative your product or solution, the more you need missionaries. The idea here is that missionaries do their job not for glory or riches, or even notoriety, but for the belief in the value of the mission itself to those being “converted.” As I said before, the missionary is fearless – he burns with “missionary zeal”. To bring something to market that potential customers (the unconverted) don’t even know can help them, takes that kind of fearlessness – and not just from the sales team, but from everyone in the company. In Startupland, everyone is in sales, every day.

One major challenge young companies have is how to get your channel partners to buy-in to the mission. After all, your resellers are going to represent you to the customer and if they don’t believe, you may never even have a chance to convert that prospect. Continue reading

Evangelist or Missionary: Which one are you?

In my last blog post, I mused on why we don’t drink bourbon in the office anymore – like JR Ewing of Dallas used to – and why his habits and business dealings made him such a compelling (if sometimes evil) character, and even a guide for certain positive business behaviors.

Today, I want to talk about Technical Evangelists and Missionaries. “Technical Evangelist” is a role aspired to by a lot of people in Startupland, or in the IT industry at large. Guy Kawasaki from Apple made this into a glamor position in the industry a few years ago. After all, it’s fun to get out there and talk about the cool new stuff we are creating in this tech world and how customers should want to hear about it –  and, of course, how great and smart we all are.

Really, what does the Evangelist (any kind, technical or religious) actually do? The Evangelist says he is going to speak on a subject and people will go to where he will be, because they want to hear what he has to say. They may agree with him, they may disagree with him. They may love him or hate him, or what he says and stands for. They may give him their money, or snap the TV off. (Check out any number of religious televangelists and see if you don’t agree.) But the point is, people will go and listen to the Evangelist because they are interested in hearing what he has to say, period. Continue reading