Case Studies – Partner Management & Sales

IT Sales and Value Added Account Management into a Highly Distributed Channel Partner Base for a Major Global IT Vendor

Outbound calling into large base of SMB and Mid-Market partners to provide direct vendor value-added account management, rapid deal response through key distributors (backed up by the vendor) and daily sell-out revenue and order focus

  • Max ASP’s client, a global IT vendor, faced a classic distribution challenge, with a very large Tier 2 dealer and reseller partner base, primarily servicing the SMB and Mid-Market, with relatively low order volumes. This partner base is managed through a number of Tier 1 distributors and of course these distributors represent multiple competing IT vendors and brands and driving vendor specific “sell-out” and partner sales growth activities is not a priority.
  • Max ASP objective to drive vendor specific sales and value-added account management activity through a professional Inside Sales capability, based on outbound calling and dynamic real-time 1-2-1 email communication, and highly responsive inbound call and email management.

Core daily activity focus:

  • Identify and speak to key decision-maker as first step (eg. Dealer Principle / Owner, Branch Manager or Sales Director).
  • Understand overall daily and monthly volumes on specific product lines, our client’s current positioning and standing, competitor presence and strengths, preferred distributors and willingness to do more with our client.
  • Identify and engage other key points of contact.
  • Make it easy for the dealer or reseller to do business with us, by providing rapid support and turn-around on quotes, including identifying deals where we are currently not considered and making sure that we are able to give a comparative offer.
  • Industry leading CRM and PRM tools, including automating key sales tasks and workflow, automatic distributor lead and quote assignment, enabling multi-channel communication (including email and fax campaigns) and best-in-class reporting.