Solutions

Did You Know?

In our client base, there are software-based solutions companies driving up to 70% of their revenue through partners, and there are hardware-based solutions companies driving up to 40% of their revenue through partners.

 

Leverage Partner SEs

Help Partners Reduce Their Cost of Sales and Drive Your Revenue

Working with partners presents two quandaries: Who should we partner with, and how can we help them become more productive.

Few programs help Channels SEs in this endeavor. Where sales reps are concerned about partners from a business perspective, pre-sales is concerned from a solutions perspective.

Our Channels SE Skills Improvement Program empowers Channels SEs to "project manage" technical recruitment and enablement of partners.

During Technical Recruitment, ChSEs reduce their cost of sales by:

  • Identifying partners best enabled to provide the best solutions with the least effort by the ChSE.
    ChSEcat(TM), the Channels Assessment Tool, identifies each partner’s potential versus the effort they require to help the ChSE make the best use of their time.
  • Identifying partners who best fill gaps in solution capability, industry, etc.
    ChSEcct(TM), the Channels Coverage Tool, is used to perform coverage gap and excess analysis among partners in the territory.
  • Performing structured technical qualification
  • Adapting to the partner’s decision tendencies
  • Prioritizing partner stakeholder’s to persuade
  • Explaining how their solutions will provide compelling quantified value and business growth for the partner
  • Developing and executing a least cost technical recruitment plan.
    ChSEstart(TM), SEchannels Technical Account
    Review Tool, is used to facilitate classroom development of a Channel Enablement Plan

ChSEcat

ChSEcct








Circle

During Technical Enablement, ChSEs reduce their cost of sales and grow partner potential by enabling partner SEs to be as smart as they are.  ChSEs develop and execute a least-cost Channel Enablement Plan (CEP) where they deploy a technical enablement checklist that includes:

  • Best pre-sales practices (like those above) to reduce their cost of sales and drive revenue
  • Documented sales intelligence. SEbase(TM), a web-based SE Knowledgebase, captures the ChSEs’ sales intelligence which will be shared with the partner
  • Technical know-how

Our patent-pending Solution Sales Process
uses engineering techniques to achieve efficient, repeatable, scalable, forecastable, and teachable Channel Solution Closures.  This process "plugs into" any sales methodology to facilitate the alignment of sales rep and SE workflows.  See FAQs for more detail.

The Channels SE Skills Improvement Program

Training alone is not enough to promote long term skills improvement.  A full program is needed to ensure new skills become operational and measurable benefit is achieved:

Evaluate: A free on-line SE Improvement Assessment Service measures the Channels SE team's current Solution Sales Process acumen.

Endorse: Gain the support of Channels Sales and Channels SE Management.  A one-day Management Workshop identifies your specific Channels SE improvement program with measureable objectives consisting of Training, Productivity Tools, and Improvement Services.

Educate: Teach the Solution Sales Process and its engineering principles. Facilitators are seasoned ex-SE Managers, not sales trainers.

Embed: Culturalize field behaviors, procedures, policies, and tools.

Enumerate: Behaviors are operationalized, the process becomes routine, and performance is measured.