Matt Koenig, founder of White Tiger Consulting, joins Carrie Richardson on WIN (What's Important Now) as the show returns after a one-year hiatus. Matt ran a 45-person sales team at RapidFire Tools, spent years as VP of Sales at Nodeware, and has spoken at trade shows across the IT channel. In this episode, he and Carrie cover what a brand-new MSP-facing vendor needs to get right at shows like ASCII, ChannelPro, Xchange, and GTIA ChannelCon: picking branding shows over lead-gen shows, building a first-year marketing budget, what actually belongs on a trade show banner, working a booth on a bare-bones budget, and why most vendor swag is a waste of money.
CHAPTERS
00:00:00 Welcome Back to WIN
00:00:43 Catching Up Before ChannelCon
00:00:59 Launching White Tiger Consulting
00:03:01 What Vendors Can Expect From White Tiger
00:05:15 Where New Vendors Should Start
00:06:32 Event Logistics and Shipping Timelines
00:10:00 Getting Ready to Commit Sponsorship Dollars
00:12:32 Bare-Bones Budget: Booth Basics and Banners
00:14:26 Crafting Your Talk Track and Slides
00:15:21 Stage Presence and Public Speaking Lessons
00:17:02 Building a Marketing Budget and Picking Shows
00:18:20 Working the Show Floor Between Booth Time
00:20:23 Off-Site Dinners and Vendor Politics
00:20:55 Swag Strategy That Actually Works
00:23:50 Attracting Booth Traffic Without Swag
00:24:43 Wrapping Up and Where to Find White Tiger
LINKS
Read the full trade show playbook on the Fox & Crow blog: https://foxcrowgroup.com/insights/msp-trade-show-strategy-new-it-vendors/
Work with Matt (free 30-minute consult, no charge): https://whitetigercc.com
Listen to the full episode on Buzzsprout: https://www.buzzsprout.com/1986903/episodes/19711772-matt-koenig-shares-winning-msp-event-strategies-for-new-it-channel-vendors
More from Fox & Crow Group: https://foxcrowgroup.com
ABOUT WIN
WIN (What's Important Now) is a podcast on sales and marketing for the IT channel, hosted by Fox & Crow Group co-founder Carrie Richardson.
#MSP #ITChannel #TradeShowMarketing