Vendor partnerships 'can help lead generation'

Partnering with vendors is an ideal way of improving lead generation in the IT sector, one expert has suggested.

Nick Lowe, regional director of Northern Europe for security software firm Check Point, told Channel Web that even though some companies are cutting their costs as a result of the economic downturn, there is still scope for picking up new customers.

Noting that his company recently put together an internal lead generation group to help identify more opportunities, Mr Lowe commented that the organisation had sourced more than £1 million of new business within ten weeks as a result.

The majority of this "was not previously on our radar" he remarked, something that indicates the need to use a wide range of lead generation methods in order to secure prospective clients.

Demonstrating how you can help reduce a firm's IT operating costs and make security systems more simple will help to secure sales, Mr Lowe commented.

"Sharpen your focus on your target market," he concluded, adding: "This means revisiting existing customers, to get to know them better than anyone else."

Re-engaging old leads is a good way of boosting lead generation, it was recently suggested, with TMCnet reporting that this is a relatively easy technique for gaining new business.