LEADING global IT VENDOR*
Transactional Sales & Managed Accounts
| Business Background |
A major global PC vendor with a strategic presense in all major international markets. |
| Challenge |
Our client's business model is based around a classic 2 tier distribution model of distributors and dealers / resellers, with limited access and 'touch' to the end-user customer. This allows for other major vendors to address these key end-user accounts with relative ease. At the same time, the distributors and the dealers / resellers the company sells through are able to choose and procure products from a range of major 'branded' and 'no name' IT vendors, and at the same time, the company had no direct relationship at all with many of these dealers and resellers in order to influence and to drive demand and ‘sell out’ through its major distributors. |
| Solution and Results |
| Max ASP was selected to implement, in a key Emerging Market country, a TeleSales Demand Generation and Account Management Program. Max ASP has a dual focus model. On one side there is strong 'cold' outbound calling focus to drive new business with large Corporate and Public Sector organisations, in close collaboration with dealer / reseller partners and the Client Side Field Sales organisation. On the other side, Max ASP is engaging more than 2,000 dealers and resellers to understand their IT hardware requirements and to establish strong 'transactional' account relationships which compliments our client's 'Distributor Led' distribution model. The program is already delivering significant incremental revenue growth and increasing channel loyalty. The program is underpinned by a highly structured CRM and sales organisation model. |
* By definition Max ASP's specialist service activities are linked to our clients' objectives to gain a competitive advantage in the sales arena. For this reason in general specific client names will not be published here.
Inside Max ASP
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