Sales Game Changers | Tips from Successful Sales Leaders Trusted OEM and VAR Partnerships That Win Public Sector Sales with John Podolak
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May 14, 2025 In this engaging discussion, John Podolak, Chief Revenue Officer at IMPRES Technology Solutions, shares insights on the vital dynamics between OEMs and VARs in public sector sales. He highlights the importance of trust and communication in partnerships. The conversation also explores the mindset needed for sales success, paralleling it with the dedication of athletes. John's personal journey from seeking adventure to a commitment to public service adds a compelling layer, inspiring resilience and accountability in sales.
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OEM Sales & VAR Partner Synergy
- Successful OEM sales reps pick a small number of trusted VAR partners as force multipliers.
- These partners extend the rep's reach and impact beyond what one rep could manage alone.
Value Drivers for VARs and OEMs
- VARs survive on margin and add value through field-enabled sales teams with technical credibility.
- OEMs value partners who execute rapidly, build trust, and boost the OEM pipeline with net new deals.
Align Partner and OEM Priorities
- Aligning a partner's priorities honestly with the OEM's is essential at the executive level.
- Clear communication prevents wasted effort and helps focus mutual resources on shared goals.