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Case Studies |
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| Building a Direct Sales Machine |
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| A company's development and sales teams are its backbone. But coordinating the efforts of these highly specialized groups requires a finely tuned central nervous system. That's why one leading manufacturer partnered with I.T. Selling Worldwide-and discovered a sophisticated system for coordinating the activities and data of its field sales,
technology development, and business development teams. |
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| I.T. Selling Worldwide deployed Inside Sales Reps (ISRs) to provide pre-sales support to the manufacturer's resellers and field sales team. Combining these efforts with the expertise of the manufacturer's technology and
business development teams, the ISRs served as a central contact point for all activities and information generated during the sales cycle-and the manufacturer dramatically increased both participation in its reseller program and sales of its product. |
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| Building a Channel Sales Machine |
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When it comes to channel success, smart companies know that building an effective reseller program is just the beginning. Actually recruiting resellers to join it-and empowering them to increase sales through it-takes a sophisticated channel strategy. That's why one worldwide manufacturer partnered with I.T. Selling Worldwide-and discovered a whole new world of reseller partners. I.T. Selling Worldwide analyzed the reseller channel, identified key markets to pursue, and went in to the field to educate potential partners on the benefits of the manufacturer's reseller program. The I.T. Selling Worldwide team also developed a new, customized reporting tool, enabling the manufacturer to monitor reseller trends and quickly tune its program to meet their needs. The strategy worked. Not only did the manufacturer recruit more than 15,000 new resellers,it also increased market share to 85 percent |
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