Are you getting the most out of partners?
If your business model involves partners then the probability is that you:
- Sell through partners such as distributors, resellers or system integrators, and/or
- Sell a product or service provided by a partner, as part of your offering to the market
In both cases your success is intimately linked to your partner’s success, so it is in your own interest to make them successful.
SfS has helped many clients to establish or re-invigorate their partner programme. The case study below describes one example and for further inspiration on making partnerships successful click on the testimonials in the right hand pane.
Case study: Paper company energises sales partners
|
Business Situation
|
Paper company, headquartered in the Netherlands
Launching a new range of speciality papers for the printing industry
|
|
Opportunity
|
Grow higher-margin business with speciality papers
|
|
Challenges
|
Paper is the ultimate commodity business, so would need a very special approach
Sales outside the Netherlands are through channel partners
|
|
Needs
|
A sales enablement programme to inform and energise channel partners
|
|
Solution
|
Marketing Workshop with participation from several channel partners to generate sales messages that would work across Europe
Partner Sales Guide created
Briefing pack given to every salesperson after a personal presentation by our client’s Partner Manager
Partner Champion in each territory feeds leads to the channel partner, telling them which customers have bought the type of printing machinery that need the speciality paper
|
|
Result
|
In a commodity market, the Partner Sales Guide stands out and attracts channel attention
The sales enablement programme makes the job easier for channel salespeople, so they sell more
Our client reports that sales growth is exceeding target
|