A Guide to Co-selling and MDF Strategies

Managed Service Providers (MSPs) can benefit significantly from channel programs that emphasize co-selling and Market Development Funds (MDF) strategies. This comprehensive guide will help you understand these strategies and their importance in building successful partnerships between MSPs and vendors.

Co-selling Strategies

Co-selling is a collaborative sales approach where MSPs and vendors work together to identify sales opportunities, develop tailored solutions, and close deals. This collaborative approach helps MSPs expand their reach and leverage the vendor's expertise and resources.

Key Benefits of Co-selling:

  • Access to the vendor's sales and marketing resources, including training, collateral, and lead sharing.

  • Collaboration tools that enable seamless communication between MSPs and vendors.

  • Opportunities to close deals more effectively by leveraging the vendor's expertise and customer base.

Market Development Funds (MDF) Strategies

MDFs are funds provided by vendors to their partners, such as MSPs, to help them invest in marketing initiatives promoting the vendor's products and services. By reimbursing a portion of their marketing expenses, vendors enable MSPs to execute more impactful marketing campaigns and expand their customer base.

Key Benefits of MDFs:

  • Financial support for marketing campaigns, events, and other promotional activities.

  • Opportunities to invest in marketing initiatives that drive sales of the vendor's products and services.

By focusing on collaboration and investing in marketing support, these channel programs demonstrate the importance of co-selling and MDF strategies in building successful partnerships between MSPs and vendors. Engaging in these programs enables MSPs to grow their businesses and deliver better services to their clients.

Last updated

The MSP KB is an open source resource by Ashley Cooper and Kelvin Tegelaar