RESULTS & BENEFITS
Thanks to more than twenty years of experience within global ICT vendors such as
Intel™, Computer Associates™, Novell™, Zenith Data Systems™, PSINet™, Econocom™, Xerox™ and local SME service players such as Everyware™, you should benefit of and experience one of these improved results when implementing one of our channel services;
- Improved return on investment (ROI) on short term and long term.
- Increased customer interaction time because of focussing on external efforts towards resellers or partners.
- Faster Time to Market because of a rightly defined strategy.
- Quicker technology knowledge transfer, a reduced training cycle.
- Real in-depth business development at partners thanks to a focus on partner relationship and win-win relationship instead of short term figures sales pressure.
- Growth by new business from markets and partners not targeted before.
- Growth by existing business partners from strong long term relationships driven by an agreed business plan with the resellers.
- Increased revenues and profits.
- Increased awareness and more qualified leads.
- Gain of expertise in the ICT market or market segments which will become your ownership.
- Better qualified pipeline and improved won-loss ratio/ hit rate with partners.
- Removed inefficiencies throughout the sales organisation.
- A global Software Manufacturer in BeLux was lacking market share and only a handful of resellers made 80% of the revenue. In twelve months, three value-add system integrators were qualified to successfully represent the complex IT management software, and were trained. One distributor was added to sell a range of the security software licences in the country, resulting in a growth of 10% on their turnover.
- An International Software Vendor wanted to balance the ratio direct sales-indirect sales from a 92-8 ratio to a 80-20 ratio, without impacting or decreasing the direct sales results. After analysing the go-to-market, in one month, a business plan with a new sales structure was proposed. The indirect sales organisation was restructured and enforced with clear new roles and responsibilities of the partner account manager teams. Thanks to a new set of Rules of Engagement and an amended sales commission plan, channel conflicts were in control again and collaboration between teams improved. Thanks to clear territory account ownerships between direct and indirect sales, new business from indirect sales from new customers was discovered, increasing the turnover.
- A networking manufacturer launched its new boxed products in Belgium. Awareness and ‘share of wallet’ with the new distribution channel needed to be developed and the products needed to be promoted in the channel. To kick-start sales, after one year, 25 new network resellers were qualified, recruited and trained, selling pro-actively the network devices with more than half M € turnover.