This leading IT hardware,
software and services
enterprise sells through a
multitude of channels.
One of their major
channels is independent
resellers.
This company's reseller
program is so large and
encompassing, they host
a conference/tradeshow
for those resellers that
rivals any major
industry function. The
goal is to motivate,
inform, and enable
resellers to build sales
of the clients'
product/service mix.
Our challenge was to
significantly increase
the potential revenue
via resellers, leveraging
the upcoming conference
and tradeshow.
Our research determined
the key to resellers'
success was the
accessibility of
actionable
information for
resellers themselves and
for their prospects and
customers.
Despite providing a slew
of relevant and very
actionable documents, it
was clear the resellers were not
engaged and did not find
the information useful
as presented. This
despite the documents
did not even have to be
downloaded; they were
provided on a "themed"
USB memory stick. We
explained that this in
fact was contributory to
the information usage
problem, and hence, the
resulting revenue
potential problem.
Instead of being handed
essentially a huge stack
of books that would be
left on the shelf, or
simply a search tool that
assumes they would know
what to look for,
we created an
easy-to-use multimedia
access toolset for the of
marketing and sales
information on the
memory stick the
resellers could
use now and in every
sales opportunity that
arose.
The multimedia guide
reflected the theme of
the conference with
visuals and sound, but
most important, made all
of the information
easily accessible and
engaging for the
resellers. |
Moddition leveraged the
company's world of
revenue-building
tools that were
available and which had
cost a tremendous amount
to produce, and we were able
to create an inexpensive
solution that enables their
resellers to maximize
their success. The
trick was breaking
through the "thud
factor" bottleneck.
At Moddition we find and
create new uses, markets
and customers for our
clients, enabling their
customers. However sometimes,
all it takes is finding
new ways to enable the
sales force.
|
