“If our partner network were only half as good as our IT products …”
A leading international IT producer was facing a challenge: because of its ineffective and partly inactive partner network, it was losing out on important sales in Europe and Africa. It was also missing the structures to effectively expand its partner network further. SELLBYTEL, the client’s outsourcing partner since 1990, was commissioned to restructure the channel management.
Worldwide leading IT producer
- Channel Management
Reactivate and further expand a sales network of 150,000 partners. This was a difficult operation. An additional challenge came in the form of an internationally declining PC market. Hopeless? No, but demanding.
And solvable with the right strategy.
What indicates a strong partnership with the client? The fact that you show your client new approaches. This is precisely what SELLBYTEL does in optimizing the client’s partner network: the existing partners receive new stimuli. They are supplied with instruments for increasing revenue in the form of marketing campaigns and special offers. And because specialist knowledge comes before sales, they receive product training, marketing guidelines and even special support from the sales specialists if the revenue targets are not fulfilled.
Time is revenue.
Within a very short time span, SELLBYTEL put together a team of more than one hundred experts based in Barcelona who smoothly and efficiently took over the entire channel management. These efforts quickly bore fruit: the partners from 26 countries feel especially appreciated – not least because of direct contacts speak their mother tongue.
Training and qualification of new partners.
SELLBYTEL also took on the entire process of acquiring new partners. A specially developed training system ensures that the new partner has an up-to-date product knowledge. Following a phased system, the partners also have the opportunity to rise to the position of a top partner through sales successes. Thus, they can then benefit from an even more comprehensive service package.
Success is rewarded.
The multi-layered efforts soon had an impact. The partners profited from the structured procedures. They now feel that they have the optimum support and the know-how and structures to boost their turnover figures. New partners are being added all the time. As a result, the IT producer is managing to record constant growth in turnover despite the declining PC market.
Constant growth through new stimuli.
To sum up.
If the sales partners are able to improve themselves, sales will grow as well. Efficient channel management planned down to the finest detail was able to revive and further expand the IT producer’s partner network. Our client and its partners were thus able to profit from significantly increased sales figures.
“I helped to reanimate our client’s partner network. Call me Doctor Channel Management.”
Anna. Operations Manager, Barcelona.