Insight by Government Marketing University

Episode 13: Get in the game of multi-partner marketing with distributors

May 28, 2019 4:01 pm

2 min read

This content is provided by Government Marketing University.

Welcome to Market Chat! – “Bringing Clarity to the Clutter in Government Marketing” with hot topics, best practices, exciting guests and innovative ideas.

Market Chat! is an ongoing series that provides an open and collaborative interaction between government and industry to ensure that listeners walk away empowered with greater knowledge on how to better market to their targeted federal, state and local audiences.

Today we are going to be talking about Public Sector Distributors to ensure our listeners have a good understanding of the channel ecosystem and how best to take advantage of many offering they have you may not be aware of.

Apply what you’ll learn from this episode of Market Chat to start taking advantage of the many benefits that government distributors offer. Distributors are a vital part of our government marketing ecosystem. They bring innovative government-ready solutions that solve the unique needs of government in addition to having superior public sector expertise. You’ll learn how to best collaborate with your distribution partners as well as:

Receive clear insight into how distribution channels work. What is 1 tier distributors versus 2 tier distributors.
Learn from the pros how to surpass your co-marketing metrics and sales goals by engaging with distributors.
Gain insight on distributors value-added customized marketing campaigns that can help feed your sales pipeline and deliver stronger ROI.
Hear about the many service offerings distributors offer from technology subject matter experts, strategic alliances, training resources and more.
Hear about sales enablement tools and training all to help your sales team uncover new opportunities.

If you are just entering the federal market or have been marketing your products and solutions for a while you will walk away with new knowledge on ways to increase your company’s partnerships with key distribution partners.

Sponsored by

Tim Hannon
Vice President, Public Sector Solutions, Tech Data
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Tim Hannon
Vice President, Public Sector Solutions, Tech Data

Tim Hannon serves as vice president of Public Sector Solutions for Tech Data. In this role, he is responsible for providing strategic direction for technology and solution delivery into the U.S. public sector market, which also includes the management of Tech Data Government Solutions, LLC and oversight of this subsidiary’s U.S. General Services Administration (GSA) IT 70 contract, GS-35F-0349S.

Hannon joined Tech Data in November 2018. With more than 35 years in IT sales, Hannon has extensive experience in helping organizations scale their customer relationships as well as leading and building teams that deliver results and exceed goals. Before joining Tech Data, he served as president of CIS Secure Computing in Ashburn, Virginia, and prior to that he was with Cisco for 15 years, serving as director, U.S. Public Sector Partner Sales for the last two. His career also includes time at Ernst & Young, Hewlett-Packard and Ellucian (formerly Datatel).

Hannon holds a bachelor's degree in computer science from State University of New York at Oswego. He is based in Chantilly, Virginia.
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Maria Moore
Vice President Marketing, DLT Solutions
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Maria Moore
Vice President Marketing, DLT Solutions

Maria Moore is currently the Vice President of Marketing of DLT Solutions, a public sector solutions aggregation company that accelerates growth for technology companies. A high energy, dynamic, and results-oriented professional with proven success in defining a global company’s brand, digital, and market strategy, Maria has successfully implemented marketing plans across several verticals and platforms including Cloud, Cybersecurity, Financial Services, Open Source, Financial Services, Architectural & Engineering, and more. Prior to DLT, Maria has held leadership positions at Deltek, Red Hat, and Merlin International where she had a consistent record of impacting 20% year over year revenue growth due to her team’s commitment to a collaborative partnership with the sales organization on SLAs, channel execution & distribution, and ROI attainment. A strong leader who prioritizes customer advocacy and loves to mentor, build, and grow talent within an organization, Maria is an active member of various mentor/protégé programs and leadership programs across the Washington Metro area and is a supporter of the USO, AFCEA, WIT, and other organizations. Maria has a B.S. in Psychology from Radford University and currently resides with her family in Fairfax, Virginia.
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Rita Walston
Senior Director, Marketing Programs, immixGroup, an Arrow Company
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Rita Walston
Senior Director, Marketing Programs, immixGroup, an Arrow Company

Rita Walston oversees strategic programs for Arrow ECS’s commercial business units and the immixGroup public sector channel marketing team. Her team provides strategic and tactical marketing planning, logistics, management, and support to IT manufacturer suppliers and solution provider partners. She also is the lead on immixGroup’s annual Government IT Sales Summit, the industry’s preeminent event delivering market intelligence, expert content from industry and government leaders, and unparalleled networking opportunities for its 900+ attendees. Walston’s 25-year career includes IT business development and sales, publishing, and media market research. She has a master’s degree in creative writing from Queens University of Charlotte and a bachelor’s degree in communications from Wayne State University in Detroit. Walston was selected by CRN as a 2018 Chiefs of the Channel and the 2017 Women of the Channel.
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Lou Anne Brossman
Founder and President, Government Marketing University
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Lou Anne Brossman
Founder and President, Government Marketing University

Lou Anne Brossman is the Founder and President of Government Marketing University. She has over 30 years of public sector government marketing leadership experience gained while working for some of the leading companies in the market (Juniper Networks, immixGroup, EMC). Her roots are in the manufacture world which enables her to better understand and relate to the corporate issues all government marketers are facing. She is a sought-out speaker on Government Marketing Best Practices and is well recognized and respected for her ability to drive Thought Leadership campaigns on relevant federal, state and local government policies and mandates. Lou Anne has served on numerous boards including immixGroup and Trezza Media and was a founding member of the Women’s Center Executive Council. Lou Anne was honored with the Heroines in Technology award presented by Women In Technology and she was the recipient of the ACT IAC Dedication to Making a Difference award.

Lou Anne founded Government Marketing University, an innovative learning platform that applies a collaborative, community-based approach toward knowledge sharing and skills development in the field of public sector marketing. Government Marketing University offers training, research, certifications, mentoring, and community resources all in one place. For more information about Government Marketing University, visit www.governmentmarketinguniversity.com.
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