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Hi-Tech Rep Firms

There are rep firms that work on commission, on retainer, on a per site fee, etc. Following are some of the more popular rep firms ranging from individual agents, retail sales teams to store training. Some cover multiple market segments so they are listed again.

Note: Please feel free to contact me if you have questions about any of these groups. Specifically which would be best for your needs. I have worked with many of them and can provide insight into which group may be best fit for your needs and how to work with them to maximize your sales.

I would also like to hear your experiences with the different groups so I can help other Chanimal visitors.  You can also post your reviews and comments within the Chanimal Chat Room.
 

Retail Sales Reps (sell-in)

• ReLaunch.  Sell-in. Helps companies get into retail stores. Handles both software AND hardware. Very seasoned channel veterans. Helped two companies I have worked with to get into Fry’s, CompUSA, Target, Best Buy, J&R, etc. Cover most popular categories (graphics, utilities, networking, games, multimedia, office supply, etc.)
• Channel Sources. Sell-in.This group has been in business 10 years and helps companies get products into retail. Successful clients include IBM, Red Hat and H&R Block.
• The Distribution Network. Sell-in. One of the nation’s largest US and Canadian rep firms - handles sales and distribution into retail locations.
• Strategic Marketing Partners. Sell-in. Retail sales and account management. Work on a commission basis.  Lucas Arts, Disney and others are clients.
• Retail Vision.  Sell-in EVENT. Both Retail Vision and VARVision are locations where hundreds of buyers attend to learn which new products they should carry.
• CMPXChange. Sell-in EVENT. Similar to the Retail and VAR Vision events. Sponsored by CMP publications. Place to recruit resellers.

Check with me about Retail Vision and CMPXChange. There are ways to save group presentation and exhibit expense by signing up through an affiliate or distributor.

Retail Merchandising & Training (sell-through)

• MarketStar. Sell-through (do not sell-in, must already have products in retail). Specialty: sales & field marketing outsourced solutions for the IT, Consumer Electronics, Telecommunications, and Durable Goods industries. Used to be called Technology Advancement Corporation (divisions included TempReps, Blizt America, IntroTech and DataNow). The original channel training corporation starting in 1989. Represented IBM, Lotus, Microsoft, HP, Canon, Corel, WordPerfect, Novel, Ashton-Tate, Franklin Covey, Autodesk, etc.
• Mosaic. Sell-through. With over 11,000 W-2 reps, serving six vertical markets, they are one of the largest groups in the world to help get increase retail sell-through via merchandising, store rep training, demo days, etc. They specialize in working with the largest vendors to drive brand awareness and demand throughout the US. Created dedicated account teams, although starting a shared account model (especially in retailers like Best Buy and others where they are in there on a constant basis).
• ChannelForce.  Sell-in and Through. Sell-through in retail and both sell-in and sell-through to Independants and VARs. Based out of Atlanta, Georgia area.  Broke off from a similar group. Trains resellers.

VAR, System Integrator and Independant Reseller and Direct Sales Reps (sell-in & sell-through)

• ChannelForce.  Sell-in and Through. Sell-through in retail and both sell-in and sell-through to Independants and VARs. Based out of Atlanta, Georgia area.  Broke off from a similar group. Trains resellers.
• The VAR City. Sell-in & Through. Can setup a VAR and System Integrator program (not a retail program), recruit targeted VARs (great database) and help manage them like a virtual channel director. Program can be ala cart or complete. Very pragmatic, results oriented with a systematic approach. Cater to start-ups and vendors who have higher-end software products with a reasonable sales cycle. Also have a well-qualified VAR database --the same one they use!
• MarketStar. Sell-Through. Specialty: sales & field marketing outsourced solutions for the IT, Consumer Electronics, Telecommunications, and Durable Goods industries. Used to be called Technology Advancement Corporation (divisions included TempReps, Blizt America, IntroTech and DataNow). The original channel training corporation starting in 1989. Represented IBM, Lotus, Microsoft, HP, Canon, Corel, WordPerfect, Novel, Ashton-Tate, Franklin Covey, Autodesk, etc.
• Channel Partners.  Sell-in & through. Broke away from MindShare Associates, which broke off of TempReps (now MarketStar). Works to establish reseller relationships with the vendor and training
• Sales Partnerships Inc. They sell your products and services in the field, via inside sales, or as enterprise sales reps traveling as needed. They build the programs, recruit the personnel, manage the teams, and close the deals on your "paper" while reporting all the key metrics you'd expect from any high level sales force.
• VAR Vision.  Sell-in EVENT. Like Retail Vision, only it is attended by the big VARs and system integrators.
• CMPXChange. Sell-in EVENT. Similar to the Retail and VAR Vision events. Sponsored by CMP publications. Place to recruit resellers.
• Sunset Direct. Sell-through. This company has a special demo program where they ship your eval product to accounts as requested and then provide you the leads for follow-up.
   

International

Find out how to penetrate the international market with rep firms and resources within the international section.

In addition, please check out these pre-screened links available for Channel Sales, Merchandising and RepFirms.