Marketing Consulting and Sales Training Workshops

Across the ICT Channel Marketing community there is general agreement that the old model of delivering high volumes of leads to partners and hoping that they progress them to sales and report sales correctly simply does not work. This model is frustrating for both partners and vendors alike.

A key issue is often that neither party has the "headcount" or resources to work closely enough together. Partners do not have the bandwidth or marketing experience required. Vendors do not have the bandwidth to provide this level of support.

The TSL "Shared Risk" and Partner Support Model

Working with many of the world's leading ICT channel teams since 1999, TSL has developed a model that combines a high level of support for partners with full 360 degree accountability for all parties. We provide this through:

• Partner Recruitment and Engagement - You don't have time to contact all of your partners, sell them on co-marketing campaigns, and get them up and running. So we will - for free.
• Marketing Consulting T.E.A.M. Workshops - delivered in local language, in-country or via the web by our trained consultants in more than 30 geographies worldwide. Our workshops ensure that everyone is agreed on Tactics, Engagement, Alignment and Messaging (T.E.A.M) including any co-marketing tools provided by the vendor.
• Sales Training Workshops - delivered by our IBM certified sales trainer, we ensure that your partners sales team have a formal process to follow with the leads we provide.
• Closed Loop Reporting and Verifiable ROI - during the marketing workshop we agree with the partner sales team their reporting responsibilities, and we hold them to that. We contact them on a bi-weekly basis for updates and report back to all on progress, or lack of co-operation.

Technology vendors need to understand the resource impact they have on their partners. Many partners simply do not have a marketing function in house, and struggle to keep up with the demands put on them by vendors. TSL is here to assist the partner and make it easier for them to engage with you, the vendor. We hand hold them through the process, helping them to launch campaigns, report correctly, and reclaim market development funds.

Please browse through some of our presentations to get a better feel for how TSL can share the risk with you and provide additional resources for you and your partners at no extra cost to your current model:

• "Marketing Through Partners"
• A Sample Campaign