SALES OPTIMIZATION SUPPORT
CASE STUDY 1: Sales Toolkit optimizes tactical execution
Situation
A leading manufacturer of computer and network protection products
was marketing to a new and important customer base with a goal to develop
leads for the independent rep firms that sell and service the company's
end users. But the company was not providing its channels with effective
tools to help them win the competitive skirmishes in the marketplace.
As a consequence, they were losing share to an upstart competitor.
Solution
By developing a “Tools for Success” program specifically focused on
winning the competitive skirmishes on the road to a sale, the company's
marketing department revised its focus to a balance between marketplace
visibility and sales integration. The “Tools for Success” program was
designed to establish a process that drives tactical execution. It was
further enhanced with a series of tools that focused on market-specific
needs.
Results
Losses in the critical markets have leveled off and share is beginning
to rise. Utilization of sales support tools by channel partners has
risen dramatically, and channel satisfaction is at an all-time high.
