PALM HARBOR, FL (October 2, 2006) – Seeking to increase your client base?

A traditional first-line strategy is to pressure the inside sales team for added productivity.

But when sales and marketing resources are already tightly stretched, smart companies like McAfee move their efforts to the channel.

The third quarter of this year, both McAfee and its channel profited from the efforts of a third party: technology marketing firm markITelligence.

Partners in Profit

To Kimber Garrett, channel account manager at McAfee, bringing in an outside firm made perfect sense. She’s the person most responsible for expediting partner/company profitability.

Typically, Garrett and a small team create incentive programs for the resellers and value added resellers (VARs) that comprise McAfee’s channel sales. It’s an opportunity for partners to help themselves financially while positioning themselves for additional consideration.

FishNet Security, a McAfee partner and premiere reseller, was first to explore the potential of markITelligence’s lead generation and appointment setting – and its initiative was rewarded: During the quarter just ended, FishNet and McAfee jointly reaped nearly 40 appointments, plus as many leads for near-term follow-up.

The success of the markITelligence program, in terms of ROI, was such that FishNet renewed and extended its program, and resellers Arrow, Enterprise Computing Group, and NetWorks Group signed on for similar fourth-quarter efforts. Others are queued to follow.

markITelligence is an independent marketing firm that offers a full menu of ala carte services to B2B technology vendors. Clients rely on it for lead management, consulting, database management, and market research.

For additional information about markITelligence, contact James M. Hannagan, vice president of strategy, at 800-684-7571 or