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The Need For A New Model
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.
News: Read a recent article by TSL Channels Director, Michael Kelly on the challenges of encouraging mid-market partners to engage in co-marketing.
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.
- Lead Generation - may be a single tactic or combine email marketing, direct mail, telemarketing, micro websites, search engine optimisation, multilingual webchat, event marketing, social media marketing and more.
- Service Level Agreements - In Q1 we establish the lead generation benchmarks, and from Q2 we hold ourselves to these. If we miss target, we drop our prices accordingly.
- Lead Management - a core weakness of partner marketing in the past, TSL delivers a bullet proof lead nurturing and "drip marketing" solution that builds long term pipeline.
- Segment Propensity Analysis - identifies which market segments have the highest probability of delivering near-term sales opportunities.
- 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.
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:
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