13. How to Get More Revenue om
Fewer Partners
Enabling partners to achieve higher value sales, sell more complete solutions
and speed your time to market.
Using Partners as a legitimate and trained sales force to develop, propose and
close opportunities in a self sufficient way
Partner Enablement is not just training or a tool...
It is a series of activities which when combined breed self sufficiency
On-Line tools and systems
OnLine communities
Integrated Vendor/Partner/customer systems
Simplified relevant offers with strong value propositions
Packaged solutions
Rebates, Sales compensation or Sales promotions (SPIF)
Demand Generation
Sales Training On-Line self based training and support
Integrated Account Planning / forecasting
Efficient use of two tier distribution model
Sales Support
Promotions/rebates/incentives
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14. Partner Enablement
> Drive Sales through faster and more
effective enablement of channel
partners
> Reduce cost of sale by Building Self
Sufficient partners
> Increase Proposal rates and closure
rates using the channel
> Increase partner value proposition,
while capturing additional market
share.
> Use the Channel as a closing engine
not just a prospecting engine
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15. Partner Enablement
Tools Cisco
On-Line Brochures/Presentations
Certification and Accreditation Tracking
Sales and Channel rep locator
Partner Dash Board
On-Line Lead Management
Training Partner/Class Locator
On-Line Self Paced Training
Shared CRM / Account Plans
Program/Rebate Tracking
On-Line Deal Registration
Contract/Renewal Management
Trade In On-Line Pricing
Partner Business Planning/Market Data
Partner/EcoSystem Locator
Competitive Edge Portal
ROI Calculators
Presentation Builder
Quote Builder
Steps to Success/Best Practice
Co-Op / MDF Fund Management
Marketing Store
On-Line Support Site Access
Customer Access Management
17. Typical Vendor Challenges
Limited Sales Bandwidth
Lot’s of opportunities, few or limited sales
coverage
These are usually complex or long sales
cycles solutions which our channels are
unwilling or unable to pursue
These opportunities are being captured
our competitors or simply lost.
Low Closure Rates
Elephant Hunting / Lumpy &
Unpredictable
RFP Responses / Limited Qualification
High Cost of Sales in the channel
Limits your ability to create competitive
offers
Limited support mechanism when new
partners come on-line
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