PARTNERING KALEIDOSCOPE s mean all round gains
and how can the products and support services they offer help resellers gain better sales and long term value? This month’s Kaleidoscope proves that in general suppliers have a lot to offer ambitious resellers keen to grow but the key message seems to be, ‘you only get out of the barrel what you put in’.
HOW DO YOU RECRUIT NEW RESELLER PARTNERS? Partners tend to choose us. Our channel sales teams engage with partners to identify opportunities
where we can work together. WHAT KEY CRITERIA DO RESELLERS HAVE TO FULFIL? The Jabra WIN Partner Programme outlines key criteria. We prioritise being easy to do business with and accurate representation of our brand by
ANDREW DOYLE JABRA
partners. HOW DO YOU KEEP A PARTNERSHIP THRIVING? Strong account manager relationships and regular communication. Our commitment to continually support partner and customer relationships is paramount.
HOW DO YOU RECRUIT NEW RESELLER PARTNERS? We provide a compelling offering of excellent product choice, unrivalled service and the best support in the industry. Our eshot campaign to
promote this is now in its 93rd week! WHAT KEY CRITERIA DO RESELLERS HAVE TO FULFIL? Enthusiasm, open mindedness and a ‘solution sales’ approach should be second nature. A customer-
ANDREW COOPER NEC
focussed approach is key. HOW DO YOU KEEP A PARTNERSHIP THRIVING? Regular partner updates, refresher training programs, marketing campaigns, lead generation and incentivised trips.
HOW DO YOU RECRUIT NEW RESELLER PARTNERS? We are committed to hosting reseller recruitment days nationally and increasingly we find resellers
are approaching us. WHAT KEY CRITERIA DO RESELLERS HAVE TO FULFIL? A commitment to understand the products in order to hunt out new opportunities so that they are
MARGARET BREWER NEOWAVE
proactive rather than reactive. HOW DO YOU KEEP A PARTNERSHIP THRIVING? It is about constant communication, exceeding expectations, supporting and delivering on promises. Most importantly it’s not competing with them.
HOW DO YOU RECRUIT NEW RESELLER PARTNERS? We have dedicated recruitment campaigns and work with our suppliers to make it easy for resellers
to get a flying start. WHAT KEY CRITERIA DO RESELLERS HAVE TO FULFIL? Desire is critical along with a business plan. Reputation and growth forecasts all come into play
along with credit ratings. HOW DO YOU KEEP A PARTNERSHIP THRIVING? Technical support, leasing, network services, in- house training academy and sales incentives. Our success depends on that of our customers.
RICHARD CARTER NIMANS
T NEW RESELLER PARTNERS?
perienced channel team and a large part of our reseller om word of mouth and recommendations. DO RESELLERS HAVE TO FULFIL? ok for ambitious businesses that truly want to succeed alues of Quality and Spirit. Knowledge is not essential
PARTNERSHIP THRIVING? d work, involvement in their business, proactive account mpetitive offers and incentives.
DAN CUNLIFFE O2 WHOLESALE
HOW DO YOU RECRUIT NEW RESELLER PARTNERS? We sponsor events, stay visible in the trade press and have a great team with enthusiasm and
experience in recruiting new resellers. WHAT KEY CRITERIA DO RESELLERS HAVE TO FULFIL? A good business plan, market resources, informed and hungry sales teams who will support our
products. HOW DO YOU KEEP A PARTNERSHIP THRIVING? By offering simple commercials for our unlimited usage products and supporting them with marketing incentives keeps the relationship thriving.
IOAN MACRAE WESTCON CONVERGENCE
Find out more about becoming an O2
email
partnerfocus@total-ltd.co.uk www.comms-dealer.com
Named O2
STEVE NORTH STRIPE 21
HOW DO YOU RECRUIT NEW RESELLER PARTNERS? We keep a close eye on the market and study how partners are performing and look at their heritage
and reputation. WHAT KEY CRITERIA DO RESELLERS HAVE TO FULFIL? Reseller partners need a good reputation in the market and a strong balance sheet. We need
commitment from the outset. HOW DO YOU KEEP A PARTNERSHIP THRIVING? Healthy relationships equals results! Westcon has a highly skilled team that works hard at building and maintaining relationships with our reseller partners.
HOW DO YOU RECRUIT NEW RESELLER PARTNERS?
We give upfront funding to drive new business. WHAT KEY CRITERIA DO RESELLERS HAVE TO FULFIL? True partnership – they want to work with us and
have a desire to grow. HOW DO YOU KEEP A PARTNERSHIP THRIVING? Constant engagement to maintain strong relationships.
TONY SMITH SIEMENS
HOW DO YOU RECRUIT NEW RESELLER PARTNERS? Advertising and e-shot campaigns and ‘word of
mouth’ recommendations WHAT KEY CRITERIA DO RESELLERS HAVE TO FULFIL? A TFM Dealer sells TFM services and solutions on commission and we take care of all after-sales support and billing. A TFM Reseller takes as much
or as little TFM value add services as suits. HOW DO YOU KEEP A PARTNERSHIP THRIVING? Our resellers are given a dedicated Account Manager and we provide them with regular ‘deal’ clinics.
DAREN WALLINGTON TFM NETWORKS
HOW DO YOU RECRUIT NEW RESELLER PARTNERS? Each Oak account manager is tasked to sign up one new reseller per month on average. This is done through a combination of cold calling, referrals, and
incoming enquiries. WHAT KEY CRITERIA DO RESELLERS HAVE TO FULFIL? Credit-worthiness, an open door policy to Oak
account managers and trained engineers. HOW DO YOU KEEP A PARTNERSHIP THRIVING? New initiatives, regular visits, product training. We also try to create a ‘club’ feeling about being an Oak reseller.
JAMES EMM OAK
HOW DO YOU RECRUIT NEW RESELLER PARTNERS? We have an open dialogue with many resellers through social media and industry publications and work very much on a referral and recommendation
basis. WHAT KEY CRITERIA DO RESELLERS HAVE TO FULFIL? The desire to go to market with a compelling technical and commercial proposition, coupled with
a desire to change and expand their businesses. HOW DO YOU KEEP A PARTNERSHIP THRIVING? Our strategy to innovate and develop new services, such as our new ISDN-SIP Hybrid.
Approved reseller through Total Wholesale Partner of the Year 2012
COMMS DEALER JULY 2013 37 22/02/2013 17:02
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