This document is posted to help you gain knowledge. Please leave a comment to let me know what you think about it! Share it to your friends and learn new things together.
What Differentiates CGS From Other Channel Organizations?
CGS’ partner recruitment, enablement, sales activation and support program is the most comprehensive, innovative and cost effective channel partner enablement program in the IT industry.
The true measurement of a successful SMB partner enablement program is the incremental revenue that is realized sequentially, quarter over quarter. CGS’ Channel Enablement Program is designed to deliver significant sales results through the channel partners.
Our portfolio of innovative and successful channel enablement services are “proven” with some of the world’s largest IT vendors including IBM, Microsoft, Red Hat, Lenovo, Trend Micro and others.
What Differentiates CGS From Other Channel Organizations?
A “Proven” Channel Enablement Program
Executives on our staff have over 30 years of indirect channel sales and channel business develop ment experience on a worldwide basis working for some of the world’s largest IT vendors.
You will be interfacing with seasoned professional channel executives that have encountered the same chal lenges you face in
CGS will identify the Partners who are experienced selling the solutions that align to your solutions and markets
Most importantly, CGS will “QUALIFY” every Partner prior to recruiting them to ensure they will commit to enroll in training and actively sell your solutions
Identify, Recruit & Enable “Committed” Partners
Market Sales Activate
Assist to Locate Collateral &
Develop MKTG Programs
Assist in All Categories of Sales Including Pre-Sales Assistance to Close
Deals
Support & Admin
Proactively Support & Prog Admin/Reports
Sales Activate and Support Partners
Recruit
Recruit Only Partners That
Will Commit to Enroll in Training
& Sell your solutions
Engage
Establish Relationship, Identify Bus.
Goals, Develop Training Schedule
Enable
Assist to Enroll in Training, Provide CGS’ Sales Tools , Establish Sales &
MKTG Plans
Segment & Target
Identify High-Value Partner
Targets By Vendor’s Solution
Type, Vertical Markets & Geo’s
SAMPLE: CGS Reseller Enablement Program
Typical Reseller Categories
Platinum
Gold Resellers
Silver Resellers
Registered Resellers
Net-New Recruits - Optimized -
INCREASE SALES
Mindshare Loyalty
OPTIMIZE SALESAssist Partners to Achieve
Gold & Silver Status
ENABLE & SALES ACTIVATATIONAssist New Partners to Become
Case Study: PC Vendor – North American Dealer Channel
A Worldwide PC vendor was ranked number four in PC sales at the time of our engagement. Their goal was to increase sales through their Tier-2 dealer network.
PC Vendor’s Goal
CGS identified the valid PC dealers. obtained their objectives for joining the vendor’s partner program, an understanding of their business model, number of sales/tech employees and geographic sales coverage
We provided the compelling reasons to sell our client’s PCs, including several very important categories such as:
Engagement & Sales Activation
They had 7,200 Tier-2 inactive PC dealers that had delivered little or no sales in the previous two to three years. Vendor had minimal information about these dealers
This was a multi-year contract.
Each year CGS delivered a minimum of 30% increase in sales, sequentially each quarter.
We delivered a minimum 40% increase in sales each year.
The average cost of sales was less than 3%.
The vendor’s General Manager stated “CGS delivered higher revenue growth than we were able to achieve”
Results
• Margin/Profit: The dealers had no knowledge of this information. They were delighted when informed.
• Sales Accelerator Material: We developed one-page documents that provided the dealers’ sales reps with the key information required to easily and confidently sell the vendor’s products
• Product/Margin/Spiff Configurator: We developed this tool for our sales team to be able to identify the optimum products that matched the dealer’s need within 5 seconds on the telephone call.
• The Major Differentiator: We won the dealers’ mindshare through the direct support CGS’ experienced channel sales reps provided, including pre-sales support.
• The dealers frequently commented that no other IT vendor provides direct support. This level of CGS support assisted them to win more sales and increase their profit margin.
Case Study: IT Vendor – Worldwide Software Reseller Program
The goal was to increase the SMB sales of the vendor’s five software brands through the recruitment of new channel partners in North America and Europe.
Goal: Increase Software Sales
• All of the program goals were achieved.
Results
• CGS and the vendor identified the list of new partner candidates that would be recruited by CGS in North America and Europe.
• CGS is a leader in delivering new qualified partners that will make commitments to become certified and actively sell the vendors’ products
Best-In-Class Partner Recruitment
• Every partner recruited was required to agree to a timeframe to attend sales and technical training courses to achieve applicable certifications.
• Direct Support: The SMB partners were provided direct support by CGS that won the mindshare of these partners. No other IT vendor provides this level of direct support to their Tier-2 SMB partners
• Pre-Sales Support: CGS’ resources were certified on the vendor’s five software brands and provided pre-sales guidance and assisted the partners to close sales.
• Sales Accelerator Material: We developed one-page documents that provided the partners’ sales reps with the information required to easily and confidently sell the vendor’s software brands.
Engagement
• Once the partners were recruited, CGS engaged in discussions and provided direction and support that accelerated the partners timeframe to become certified, develop their marketing plans and finalize their go-to-market strategies.
• Each partner was assigned a CGS experienced channel sales rep as their primary support contact.
The vendor had several hundred MSPs that were being supported by the vendor’s in-field sales representatives.
The goal was to identify and recruit new “high quality” MSPs that aligned to stringent parameters in terms of size, market focus, market share and current sales derived from their MSP business.
The vendor decided to implement the MSP recruitment campaign in a cost effective manner versus utilizing their expensive in-field sales reps. In addition, the vendor wanted to maintain the in-field sales reps focus on generating sales through the current MSPs versus being diverted to target new MSP candidates.
Goal: Increase Number of MSPs MSP Recruitment Campaign
Through call-out campaigns, CGS’ experienced channel sales team contacted the recruitment candidates’ decision maker and through a series of questions identified the MSPs that met “ideal” and “high potential” criteria.
• For the qualified MSP candidates, CGS’ team stepped through the vendor’s MSP Program financial incentives, key program benefits, marketing support, support resources and identified the MSPs that had high interest in joining the vendor’s MSP Program.
CGS developed detailed business profiles on each qualified partner that expressed high interest in the vendor’s Program.
• The partner profiles were reviewed with the vendor’s sales management
• CGS provided a warm transfer for each qualified partner to the appropriate vendor’s in-field MSP sales reps.
• The vendor’s MSP sales reps became responsible for the management of these highly qualified MSP partners.
Partner selection criteria and the recruitment list are vital to the success of any partner recruitment campaign. CGS ensured that the new MSP partner selection “criteria” was well defined and the recruitment list contained high quality targets.
CGS and the vendor developed the criteria for “ideal” and “high potential” MSP recruitment candidates. This effort would ensure that new MSP partners recruited were “high quality” partners that had already made the transition to the MSP sales model and would be able to drive volume sales.
• CGS’ recruitment tactics eliminates the 80/20 rule.
MSP Partner Recruitment Parameters
ResultsCGS qualified and recruited over 300 quality MSPs within the first three months of the program.