Top Banner
The mobile satellite company The power of parTnership The Connect accreditation programme
12

The power of parTnership - Inmarsat...contact details, and sales data contact details, and sales data contact details, and sales data Pass online accreditation exam Yes Yes Not required

Aug 08, 2020

Download

Documents

dariahiddleston
Welcome message from author
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.
Transcript
Page 1: The power of parTnership - Inmarsat...contact details, and sales data contact details, and sales data contact details, and sales data Pass online accreditation exam Yes Yes Not required

The mobile satellite company™

The power of parTnershipThe Connect accreditation programme

Page 2: The power of parTnership - Inmarsat...contact details, and sales data contact details, and sales data contact details, and sales data Pass online accreditation exam Yes Yes Not required
Page 3: The power of parTnership - Inmarsat...contact details, and sales data contact details, and sales data contact details, and sales data Pass online accreditation exam Yes Yes Not required

Your reputation is one of your most valuable assets. show that your organisation is recognised as a valued partner by the world’s leading mobile satellite communications company, by joining the inmarsat Connect accreditation programme, and demonstrating to customers the strength and solid underpinning of your business.

Key accreditation benefits

Growth – The higher your accreditation, the more support and resources you’ll receive to drive sales revenue

Credibility – Your accreditation marque demonstrates that you have a high level of approval from Inmarsat

Expertise – In-depth training will increase your knowledge of Inmarsat services

Competitiveness – Building your competencies through training will make you more effective in winning Inmarsat business

Relationships – Forge stronger links with key people and teams at Inmarsat

Alignment – Achieve greater strategic alignment with our marketing initiatives

Service providers who believe passionately in our services, and understand them as well as we do, are good news for Inmarsat – and for the end-users who buy them. These partners make the most sales and provide the best customer service, and ultimately generate more business for Inmarsat. So, it’s in our interest to give them all the support we can.

That’s why we’ve introduced a new dimension to the Connect Partner Programme – to recognise and reward high-achieving service providers, and to help them take their Inmarsat business to even greater heights.

The new Connect Accreditation Programme brings more structure and transparency to our process of supporting and developing service providers. The Programme is tiered into gold, silver and bronze, and accreditation is based on meeting clearly defined qualification criteria for sales, customer service and knowledge of Inmarsat services.

By achieving accreditation, your organisation earns the right to display a ‘marque’ on all your customer communications. You also get access to a wide range of benefits covering training, customer service, marketing and sales support.

As partners climb the accreditation ladder, the range and depth of support and resources offered to them by Inmarsat increases. For both service providers and Inmarsat, it’s a win-win situation.

Page 4: The power of parTnership - Inmarsat...contact details, and sales data contact details, and sales data contact details, and sales data Pass online accreditation exam Yes Yes Not required
Page 5: The power of parTnership - Inmarsat...contact details, and sales data contact details, and sales data contact details, and sales data Pass online accreditation exam Yes Yes Not required

Marketing funds As a Gold partner, you are eligible to receive up to $75,000 per year in Connect funding, to use for marketing activity aimed at increasing your sales of Inmarsat services.*

new Gold partner marqueThis differentiates you from your competitors by sending a clear message that Inmarsat rates your organisation among the very best service providers for knowledge, customer service and after-sales support of Inmarsat services.

priority listing on inmarsat.comYour organisation receives priority listing in the Partner Search facility on inmarsat.com, making your business highly visible to end-users who are looking for an Inmarsat service provider.

enhanced customer service supportFor the first time you have direct access to Inmarsat customer service for enhanced diagnostics and troubleshooting. Also uniquely, as a Gold partner, you are allocated a dedicated Inmarsat Technical Services team member, who will oversee your account for a defined period, and work with you and your distribution partner to resolve any operational issues that arise.**

i-4 eyeOnly Gold partners have access to the Inmarsat network management tool, the I-4 Eye, providing real-time visibility of network performance for all our broadband-based services.

inmarsat trainingGold partners have full access to a portfolio of advanced training courses delivered by our Training Academy – at your premises, in our labs, as well as via WebEx and e-Learning. You also benefit from access to Train-the-Trainer courses and priority access to the Inmarsat Advanced Sales and Pre-Sales (ASAP) course.

networking opportunitiesGold partners receive exclusive invitations to special networking events at Inmarsat Global and Regional Partner Conferences, as well as the annual Portfolio Development Forum.

Joint marketing campaignsGold partners are priority candidates for potential participation in joint tactical marketing campaigns, by invitation only.

* Subject to marketing plan approval

** All service providers, regardless of accreditation level, must contact their distribution partner for issue resolution prior to contacting Inmarsat customer service

service providers who achieve gold accreditation have exclusive access to a wide range of enhanced benefits and support, designed specifically to help them further expand their inmarsat business. highlights of the benefits include:

Page 6: The power of parTnership - Inmarsat...contact details, and sales data contact details, and sales data contact details, and sales data Pass online accreditation exam Yes Yes Not required
Page 7: The power of parTnership - Inmarsat...contact details, and sales data contact details, and sales data contact details, and sales data Pass online accreditation exam Yes Yes Not required

partners who achieve silver accreditation are recognised to have achieved advanced knowledge of inmarsat services, and to be approaching the top tier of service providers. highlights of the benefits include:

Marketing funds As a Silver partner, you are eligible to receive up to $45,000 per year in Connect funding, to use for marketing activity targeted at increasing your sales of Inmarsat services.*

new silver partner marqueThis demonstrates to end-users that your organisation is close to the top tier of service providers in terms of its ability to sell and support Inmarsat services.

Listing on inmarsat.comAs a Silver partner your organisation is listed just below Gold partners in the Partner Search facility on inmarsat.com.

enhanced customer service support For the first time you have direct access to Inmarsat customer service for enhanced diagnostics and troubleshooting.**

TrainingAs a Silver partner, you have access to a range of Inmarsat Training Academy products and systems courses at your premises, in our labs, as well as via WebEx and e-Learning.

networking opportunitiesYou receive automatic invitations to Inmarsat Global and Regional Partner Conferences. They offer extensive networking opportunities with Inmarsat contacts and other partners.

Joint marketing campaignsSilver partners have the potential opportunity to participate in joint tactical marketing campaigns, by invitation only.

* Subject to marketing plan approval

** All service providers, regardless of accreditation level, must contact their distribution partner for issue resolution prior to contacting Inmarsat customer service

Page 8: The power of parTnership - Inmarsat...contact details, and sales data contact details, and sales data contact details, and sales data Pass online accreditation exam Yes Yes Not required
Page 9: The power of parTnership - Inmarsat...contact details, and sales data contact details, and sales data contact details, and sales data Pass online accreditation exam Yes Yes Not required

Bronze partners gain formal access to a range of support tools and resources to help them work towards the higher levels of accreditation. These exceed those available to non-accredited Connect partners. highlights of the benefits include:

new Bronze partner marqueThis indicates to end-users that your organisation is an established and credible seller of Inmarsat services.

Listing on inmarsat.comFor the first time, you can be listed on the Partner Search facility on inmarsat.com, making your business visible to end-users searching for an Inmarsat service provider.

Training As a Bronze partner, you have access to our Training Academy courses at Inmarsat headquarters, in our labs, and via e-Learning.

networking opportunitiesYou receive automatic invitations to Inmarsat Global and Regional Partner Conferences. These offer extensive networking opportunities with Inmarsat contacts and other partners.

Marketing support toolsBronze partners have access to a wide range of marketing support tools and resources, such as sales presentations, co-branded marketing literature, and the Image Library – all available via the Connect website.

Page 10: The power of parTnership - Inmarsat...contact details, and sales data contact details, and sales data contact details, and sales data Pass online accreditation exam Yes Yes Not required

step 1Self-assess your organisation against the accreditation qualification criteria in the table.

step 6Inmarsat customer service validates your company’s customer service offering against the relevant accreditation level and criteria.

step 7Provided you meet the required customer service levels, the Inmarsat Training Academy contacts you to initiate the online accreditation examination process.

step 2Go to inmarsat.com/accreditation on the Connect website to apply to join the Accreditation Programme.

step 5If you fall into either the gold or silver category based on wholesale revenue, Inmarsat Channel Marketing verifies that you have up to date company, contact and sales data in our database. If yes, you progress to the next stage.

step 8If the requisite number of staff pass the examination, and provided you have met the criteria for the previous stages, you are awarded accreditation at either GOLD or SILVER level.

step 3Inmarsat Channel Marketing confirms your wholesale revenue and your corresponding accreditation level.

step 4If you fall into the bronze category, we verify that you have up to date company, contact and sales data in our database. If yes, you are awarded BROnzE accreditation.

step 9If you become a Gold or Silver partner, a member of your staff must take and pass the ASAP course within nine months to maintain your company accreditation.

accreditation is open to all inmarsat service providers who are members of the Connect partner programme. To achieve gold, silver or bronze accreditation, you have to meet the relevant qualification criteria. The diagram below illustrates the step-by-step process that all partners must follow.

Page 11: The power of parTnership - Inmarsat...contact details, and sales data contact details, and sales data contact details, and sales data Pass online accreditation exam Yes Yes Not required

about the examinationsTo qualify for the higher levels of accreditation, service providers need to demonstrate that their business possesses the necessary expertise to match customers’ requirements with Inmarsat services during the sales process – and to maintain their business with the best-possible after-sales support.

To this end, potential Gold and Silver partners will be asked to select members of staff to take an online accreditation examination, comprising 50 multiple choice questions in five modules. The pass mark is 75 per cent. The number of staff who must take the exam is determined by the size of the organisation. If a candidate fails the online examination, they must undergo further training before re-taking it. The modules, their weighting and length of validity are set out in the table.

accreditation qualification criteria

Criteria Gold partner Silver partner Bronze partner

Inmarsat wholesale revenue >US$2 million >US$500,000 <US$500,000

Connect Programme membership Yes Yes Yes

Data submission to Inmarsat Up to date company and Up to date company and Up to date company and contact details, and sales data contact details, and sales data contact details, and sales data

Pass online accreditation exam Yes Yes Not required

Pass ASAP course Yes, within 9 months Yes, within 9 months Not required of accreditation of accreditation

Customer service 24 x 7 8 x 5 Not required

Customer enquiry Required Required Not required escalation process

In order for partners to maintain their gold or silver accreditation, they must take the ASAP course within 9 months of becoming accredited.

Training module Weighting Validity % (months)

Inmarsat products & services 25 12 BGAN network 25 12 Hardware 15 12 Troubleshooting 20 12 Solutions 15 12

Page 12: The power of parTnership - Inmarsat...contact details, and sales data contact details, and sales data contact details, and sales data Pass online accreditation exam Yes Yes Not required

further information Inmarsat Channel Marketing Email: [email protected] Telephone: +44 (0)207 728 1705

Inmarsat Training Academy Email: [email protected] Telephone: +44 (0)207 728 1111

inmarsat.com/accreditationWhilst the above information has been prepared by Inmarsat in good faith, and all reasonable efforts have been made to ensure its accuracy, Inmarsat makes no warranty or representation as to the accuracy, completeness or fitness for purpose or use of the information. Inmarsat shall not be liable for any loss or damage of any kind, including indirect or consequential loss, arising from use of the information and all warranties and conditions, whether express or implied by statute, common law or otherwise, are hereby excluded to the extent permitted by English law. INMARSAT is a trademark of the International Mobile Satellite Organisation, the Inmarsat LOGO is a trademark of Inmarsat (IP) Company Limited. Both trademarks are licensed to Inmarsat Global Limited. © Inmarsat Global Limited 2009. All rights reserved. Accreditation brochure November 2009.