Compliance ASP vendor
Project 2 - Smart channel qualification
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
sales resources for direct selling were limited
- It had no resellers
to expand its selling effort.
To identify, qualify and convert at least one national Australian
reseller to selling our client’s service, quickly and efficiently.
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.
In 7 weeks the company had confirmed 3 new resellers, one a
national IT services company with 400 staff across Australia.