Channel Management.
Appointing best-of-breed distributors and recruiting a reseller community to embrace specific verticals is critical to success in the UK
Profiling, selecting, engaging and motivating your channel will be a critical success factor in your strategy
Do you need niche specialist partners with an acute focus on one technology or market?
Do you need resellers that have a bias towards cloud, software or hardware solutions?
Do you need a broad-line reseller or Systems Integrator with a large existing customer base?
Do you need a partner with specific offerings in managed services?
Identifying IT Distribution Partners
Distribution still plays a critical role in the UK technology market, providing vendors with logistic and financial support to scale growth. Not all distribution companies were created equally, Broadline Distributors bring breadth of traded accounts and opportunities for ‘attach’ selling, Boutique distributors bring focus and unique skills that can be attractive for organisations just arriving in the UK or targeting specific niche channels. One thing that is consistent is that all distribution partnerships require nurturing, strategic and tactical marketing initiatives vehicles to grow demand, educating and motivating the sales floors and it’s a constant battle to retain mind-share within the Distributors management team.
VAR Partner Recruitment and Management
Today, more than ever, you need to start creating demand by building a community of motivated reseller partners profiled to delvier the biggest/quickest return on investment. In the first instance this is about working with your distribution partner to sign up the right resellers, with the right sort of customer demographic and skillset. Then it’s all about support… targeted recruitment campaigns, partner programmes and accreditation, co-operative marketing collateral and plenty of “face to face” presence on the sales floor.
Sales Incentives & Partner Loyalty Programmes
Educating and motivating an indirect sales channel can often mean the difference between success and failure for technology brands in the UK. You won’t be surprised to learn it’s an area we take very seriously.
From incentive programmes that excite and go beyond simply rewarding a sale, through to education programmes that are fun and meaningful for channel partners, we believe we know what delivers genuine ROI.