Compliance ASP vendor

Project 2 - Smart channel qualification

See also

Project 1 - Marketing strategy Project 3 - NZ Channel qualification Project 4 - Reseller training Project 5 - Website revamp Project 6 - Media relations and PR Project 7 - Grant application Project 8 - Overseas markets

Background

This Australian company had developed a compliance-related service with relevance in government and major corporates. Following our first project, the company was better equipped to identify, target and convert prospects with greater potential  for its service. However:

• Its offering to corporates and government was ubiquitous yet
• Its sales resources for direct selling were limited
• It had no resellers to expand its selling effort.

Challenge

To identify, qualify and convert at least one national Australian reseller to selling our client’s service, quickly and efficiently.

Solution

Using LeadMAX  methodology, we analysed characteristics of the ideal resellers for our client and:

• expanded the reseller pool to cover 8 new sub-verticals
• qualified 191 resellers by phone for initial interest
• met with those with the best fit with our client
• facilitated meetings between them and our client
• progressed the most best ones to agreement.

Results

In 7 weeks the company had confirmed 3 new resellers, one a national IT services company with 400 staff across Australia.

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