PARTNERING KALEIDOSCOPE
Powerful partnerships F
HOW DO YOU RECRUIT NEW RESELLER PARTNERS? Our reputation means many potential partners have approached us directly via recommendation. WHAT KEY CRITERIA DO RESELLERS HAVE TO FULFIL? Type of business, evidence of ability to both sell and support mobile and a desire to succeed. People are key - they need to share a similar ethos and working practices HOW DO YOU KEEP A PARTNERSHIP THRIVING? A two-way dialogue. Both parties should be open and honest. We continually review our offering to improve our programmes.
STUART BAIKIE TOTAL
HOW DO YOU RECRUIT NEW RESELLER PARTNERS? Nearly 90% of new business originates from
referrals. WHAT KEY CRITERIA DO RESELLERS HAVE TO FULFIL? A passion to learn and the ability to relay the training we give them on to customers. This saves
them time and gives resellers a better ROI. HOW DO YOU KEEP A PARTNERSHIP THRIVING? Organising incentives throughout the year and having reliable account management. More recently we have launched a partner incentive ‘Race to Dubai’ to our partners.
MATT DONALDSON CHANNEL TELECOM
HOW DO YOU RECRUIT NEW RESELLER PARTNERS? Via referrals and attending events such as Margin in
Voice and Data. WHAT KEY CRITERIA DO RESELLERS HAVE TO FULFIL? Resellers that sell the full product set we offer and also dip in to the IT arena means they then understand the on-going “service “ based revenue
stream.. HOW DO YOU KEEP A PARTNERSHIP THRIVING? Personal relationships that go past supplier/ customer and build in value beyond pure revenue generation keeps our partnerships thriving.
TIM LOVEDAY COMS PLC
HOW DO YOU RECRUIT NEW RESELLER PARTNERS? Word of mouth, referrals, self-generated leads from field sales and inbound enquiries from channel
marketing and PR activity. WHAT KEY CRITERIA DO RESELLERS HAVE TO FULFIL? A business plan, showing route to market and a summary forecast of connections activity by network. A dedicated sales team, a customer contact strategy and demonstrable financial stability
JULIEN PARVEN DAISY DISTRIBUTION
are all attractive aspects. HOW DO YOU KEEP A PARTNERSHIP THRIVING? Adding value with new products, services and support initiatives.
HOW DO YOU RECRUIT NEW RESELLER PARTNERS? Our existing partners are by far our best sales
people. WHAT KEY CRITERIA DO RESELLERS HAVE TO FULFIL? Our partners need to focus on service rather than products and passionately deliver straightforward solutions, whilst delivering an exceptional customer
HENRY WEST ECLIPSE
experience. HOW DO YOU KEEP A PARTNERSHIP THRIVING? Great products, support and account management. The extra value comes from sharing our experience in the market so they can grow their business, which is good for us both!
LEE BROXSON GRIFFIN
HOW DO YOU RECRUIT NEW RESELLER PARTNERS? Advertising, events, press releases, networking and mail shots have proved beneficial, but the majority
of our partners come from referrals. WHAT KEY CRITERIA DO RESELLERS HAVE TO FULFIL? Technical skillsets to enable them to support their customers and commitment to a mutually agreed
ROBERT MURDOCH HIPCOM
volume target. HOW DO YOU KEEP A PARTNERSHIP THRIVING? Continually releasing new products (which we do every quarter), on-going training, support and events. We want to keep our partners ahead of the game.
HOW DO YOU RECRUIT NEW RESELLER PARTNERS? Historically word of mouth and referrals. In turn, providing a robust and reliable solution grows our
partner base. WHAT KEY CRITERIA DO RESELLERS HAVE TO FULFIL? We look for partners who see the traditional capital sale as the past and the recurring revenue model as the future. A reasonable degree of technical
knowledge is essential. HOW DO YOU KEEP A PARTNERSHIP THRIVING? Ultimately by making them money and keep their customers happy.
JONATHAN RIGG iHUB
mobile made simple Total Focus Partner Programme
36 COMMS DEALER JULY 2013
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www.comms-dealer.com
BARNEY PHILLIPS CHESS TELECOM
HOW DO YOU RECRUIT We have a hugely exp
recruitment comes fro WHAT KEY CRITERIA D We predominantly loo plus mirror our core va
at first. HOW DO YOU KEEP A P Through a mix of hard management plus com
MATT TAMON GREENFIELDS
HOW DO YOU RECRUIT NEW RESELLER PARTNERS? We make it easy for partners to engage and our all-encompassing MATRIX platform allows them to
get quotes in seconds. WHAT KEY CRITERIA DO RESELLERS HAVE TO FULFIL? Griffin targets voice and data resellers with SME customers between 10 and 200 employees who
have a need for connectivity and data networks. HOW DO YOU KEEP A PARTNERSHIP THRIVING? Regular Ethernet and MPLS workshops educating partners about how best to find and close Ethernet and MPLS opportunities.
STEPHEN BARCLAY ENTANET
HOW DO YOU RECRUIT NEW RESELLER PARTNERS? We focus on quality as opposed to quantity and feel
the best referral source is from existing partners. WHAT KEY CRITERIA DO RESELLERS HAVE TO FULFIL? Resellers need to be like minded in a solution based approach. We do not create unrealistic resell targets but instead create incentives to show mutual
commitment. HOW DO YOU KEEP A PARTNERSHIP THRIVING? Always be patient and willing to help assist partners on how your services are solutions to business problems.
HOW DO YOU RECRUIT NEW RESELLER PARTNERS? Many new partners have come direct to us through our reputation. Others are generated through
marketing and PR activities. WHAT KEY CRITERIA DO RESELLERS HAVE TO FULFIL? Entanet sets no minimum criteria. We welcome both new and established resellers with a hunger to
work with us to add extra value to their services. HOW DO YOU KEEP A PARTNERSHIP THRIVING? We provide the education, assistance and tools to grow and manage partner’s connectivity businesses.
amous American economist Alan Greenspan once said: “I have found no greater satisfaction than achieving success through honest dealing and strict adherence to the view that, for you to gain, those you deal with should gain as well.” So how do suppliers go about recruiting indirect partners
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