Compliance ASP vendor
Project 4 - Reseller training
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.
To launch our clients service with the reseller including training,
development and support of sales and marketing personnel.
- Developed training tools, selling scripts, FAQs, brochures,
website and newsletter
content and an incentive scheme customized for the reseller
with all sales managers and sales people nationally, by email
and phone in the first instance
to each state to train sales teams and liaise with sales managers
tools for external conferences, exhibition and promotions attended
by the reseller
case studies and vertical solutions for release to the media on behalf
of our client and
the initial integration with the reseller on behalf of our
client in a quasi
sales management role.
Within 6 weeks our client had gained:
- A national reseller with
- All offices and personnel fully equipped
to sell its service.