Built for Technology Vendors Selling Through National VARs · Embedded Fractional Field Coverage
Your vendor presence inside the VAR — consistent, accountable, and activated.
eTech Field Force embeds a dedicated field sales resource inside VAR ecosystems on your behalf. Bi-weekly onsite presence, seller activation, and structured follow-through — so your revenue doesn't depend on who remembered to follow up.
Primary ecosystem: a $20B+ national VAR. Model applies across national and regional VARs.
~$20B
Partner VAR Annual Revenue Top 5 reseller in North America
1,000+
VAR Sellers Who can recommend your product
Day 1
Ready to Launch No ramp — relationships already built
The Problem
Capable vendors underperform inside major VARs — and it's almost never about the product
The issue is engagement. Without a consistent, proactive field presence, even well-positioned products fall out of the seller conversation — and stay out.
1Inconsistent Physical Presence
Vendors without a regular onsite cadence fall out of the natural flow of seller conversations. Out of sight is out of mind when a deal is being spec'd.
2Reactive, Not Proactive
Responding to RFQs is not relationship development. Vendors who wait to be engaged miss the discovery conversations where decisions actually form.
3Disconnected from Inside Sales
Inside sales teams make daily sourcing decisions. Vendors who don't invest in those relationships are rarely top of mind when opportunities emerge.
4No Internal Champion Development
Champions are earned through repeated, value-driven interaction — not a single visit. Without consistent engagement, vendors never build advocates inside the VAR.
The Model
The embedded fractional coverage model
Not a channel program. Not a periodic check-in. A dedicated resource inside the VAR, operating on your behalf, every week.
How It Operates
Bi-weekly onsite presence at a top-5 national VAR — not periodic visits, consistent scheduled engagement.
Weekly seller follow-up and opportunity tracking between onsite visits.
Targeted relationship development across inside sales, outside sellers, presales, and leadership.
Account targeting and active opportunity follow-up tied to seller activation.
What It Delivers
Your product stays top of mind when deals are being spec'd — sellers think of you first, not after the OEM quote is already in.
Seller conversations tracked and followed through consistently — no dropped balls.
Internal champions who proactively recommend your product without being prompted.
Your solution positioned on target accounts before the competition gets there.
Experience
Deep roots in the VAR ecosystem — on both sides of the table
The eTech Field Force team brings decades of hands-on experience operating inside and alongside the largest VAR ecosystems in North America. We have held the seats that matter — inside sales, outside sales, embedded vendor rep, and channel development — and we have built the kind of seller relationships that take years to earn. That means we understand how VARs make sourcing decisions, which sellers carry real influence, how presales teams evaluate products, and where vendor engagement breaks down. We do not need a ramp period. We do not need introductions. We know how to operate inside the largest VAR ecosystems because we have spent our careers doing exactly that — and the trust we bring into that environment is something no channel program or marketing budget can manufacture.
Engagement Plan
Three phases. Measurable at every checkpoint.
90-day and 180-day structured checkpoints — so you see progress before you're committed to the full year.
Days 1–90
Activation Phase
Bi-weekly onsite presence at target VAR begins immediately
Establish repeatable seller engagement cadence
Identify high-influence sellers, presales, and account teams
Prioritize target accounts and uncover active opportunities
Days 91–180
Growth Phase
Deepen relationships across additional seller teams
Convert opportunity visibility into sourcing activity
Host targeted meetings and relationship-building events
Solve seller-level problems that drive product preference
Ongoing
Sustained Engagement
Continued bi-weekly onsite cadence at target VAR
Quarterly business reviews with your leadership team
Evolving account targeting as VAR roster shifts
Sustained presence across all major vendor events
The Fractional Advantage
All the impact of a dedicated field rep — without the cost of a full-time hire
A seasoned field sales resource with deep VAR relationships commands $150,000 to $200,000 in base salary alone — before benefits, equity, management overhead, and the 6-to-12-month ramp it takes to build the relationships that actually move product. The fractional model delivers that same embedded presence, the same seller engagement, and the same accountability — at a fraction of that cost, with no ramp, and with protections built in. You pay a modest monthly retainer that covers consistent onsite presence and ongoing seller activity. Commission is earned strictly on revenue growth above your existing baseline — meaning if results don't materialize, you owe nothing beyond the base. Every dollar of commission represents a return that wouldn't have existed without the engagement. It is the only model in channel development where the vendor's cost and the vendor's outcome are directly tied to each other — and it is available to you today, with Day 1 relationships already in place.
Let's Talk
If your vendor presence inside a major national VAR isn't performing, this is worth 30 minutes.
No commitment. Just a direct conversation about what consistent field coverage could mean for your pipeline.
