Vendor Services
- is designed for companies that do not have a fully developed channel program. We develop a custom channel with national coverage. We provide a turnkey solution including: contracts, sales tools/collateral, pipeline management, portal,training pricing/discount policies & recruiting/closing target partners.
- Channel reseller contacts
- Sales tools to make partners successful:
- Specialized collateral
- Proposal templates
- Sample reports for proposals
- Demos for prospects
- Access to white papers and case studies
- CAP was specifically designed for vendors that already have an indirect channel in place, but are dissatisfied with the performance of the channel or would like to drive channel performance improvements. Working with your channel team we provide consulting services to assess the current situation, and then implemen tour very unique and custom built lead generation program. Within a few months,we can fine tune your channel program, significantly increasing the visibilityof your product/service to your partners and driving revenue improvements. Many of our clients see immediate results because of our multi-task phased implementation process.
Channel “Mindshare” – It is critical that you’re your products/services have the attention of the partner’s sales force or the number of channel partner’s is meaningless. ITEEx will teach your staff how to create a program that gets and keeps the channel actively wanting tosell your products/services.
National Lead Pool of Qualified Prospects – Prospects targeted by title and company in as many markets asdesired with 30-40 members of each SIG
Assistance in Obtaining Partners to Sponsor SIGs- ITEEx will assist the client in selling existing channel partners to sponsor each of the SIGs.
“Turnkey” Lead Program - ITEEx will do all thetasks required to implement customized SIGs for the client and maintain to SIGsinto the future.
- ITEEx will consult with your team to understand your products/services, your current channel program, and the needs of your end user buyer. We will develop a detailed execution plan including channel communication.
- ITEEx has developed a unique lead generation program that allows the vendor/partners to specifically identify the target candidates, provides a thought leadership role for the vendor/partners and allows for continuous interface with the target customers. Through our affiliate, the Information Technology Executive Exchange, we attract senior IT executives to attend industry events. The Information Technology Executive Exchange is a professional association for information technology executives. We develop unique groups depending on either an industry vertical or a horizontal technology or process. The groups consist of between 20-30 participants and they meet 4-5 times per year. We call the meeting groups Special Interest Groups or SIGs. The unique characteristic of this program is that you the client define who should be asked to attend. Then you or partner get to work closely with these buyers in a non-sales environment. This allows you to gain invaluable insight into the challenges facing these individuals and allows you to customize your solutions to their needs.
Phase I – INITIAL CONSULTATION
Purpose of the meeting(s)
Review Client Offerings
Develop Lead Generation Candidate(SIG) Profile
Determine Target Cities/Markets—SIG’s Partners
Develop Distribution Partner Criteria
Develop Resourced Initial Time line Plan
Phase II – LEAD GENERATION PROGRAM DEVELOPMENT
Define Customer Criteria
Determine candidates by market:
Who buys product/service
Who signs PO
Who influences buy
Define SIG candidate criteria by market segment
Define Target Market Cities
Geographic Assessment
Where the product is currently purchased?
Where is current sales force/channel?
Any geographic preferences?
Determine Initial Target Cities
Phase V - SIG DEVELOPMENT ROLL OUT | Register Now
Review Client , ITEEx ,and channels target lists
Develop list of candidates by city
Determine city roll out schedule
Create SIG recruitment script by Script
Set city kick off dates
Begin recruiting