Compliance ASP vendor

Project 4 - Reseller training

See also

Project 1 - Marketing strategy Project 2 - Smart channel qualification Project 3 - NZ Channel qualification 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. The company had confirmed an agreement with the national reseller we had identified, qualified and engaged in our second project. It was now necessary to train and equip the resellers’ people to sell our client’s service.
As before, our client had:

Limited sales, marketing and management personnel
Resources focused on providing and supporting the service
No available resources to support development of new resellers.

Challenge

To launch our clients service with the reseller including training, development and support  of sales and marketing personnel.

Solution

We :

• Developed training tools, selling scripts, FAQs, brochures, website and newsletter content and an incentive scheme customized for the reseller
• Engaged with all sales managers and sales people nationally, by email and phone in the first instance
• Travelled to each state to train sales teams and liaise with sales managers
• Created tools for external conferences, exhibition and promotions attended by the reseller
• Developed case studies and vertical solutions for release to the media on behalf of our client  and resellers
• Managed the initial integration with the reseller on behalf of our client in a quasi sales management role.

Results

Within 6 weeks our client had gained:

A national reseller with
All offices and personnel fully equipped to sell its service.

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