The Challenge:

A global manufacturer was struggling to meet channel sales objectives. Though they offered generous rebates and discounts as incentives, they found that simply cutting prices did little to motivate sales or help to recruit new channel partners. What they needed was dealer sales support designed to reach high value customers and help the resellers grow their businesses by selling more.  This client was facing problems common to many organizations selling products and services through resellers.

The SCI Solution:

Our approach was to align the supplier’s unique selling propositions with the customer groups who place the greatest value on those attributes, then steer the resellers towards those customers with highly targeted sales campaigns.
To support this strategy we have created a web enabled solution, STEPS, designed to help dealers sell more effectively. It is a simple on-line workflow that enables authorized users and resellers to access a database of prospects, launch targeted sales campaigns and track results. With over 20 years experience in creating sales channel solutions, we helped this client overcome these challenges.  

The Results:

• As a result they attracted more dealers, expanded their distribution and tripled product line revenues in less than 24 months
• Increase sell through rates by focusing dealers on targeted business opportunities.
• Attract new, high value channel partners by providing better sales support than the competition.
• Accelerate new product launches and maximize upgrade and cross selling opportunities
• Capture valuable reseller activity information with analytic tools that monitor the usage and success of channel marketing programs.
• Maintain the supplier’s control over sales campaigns, branding, product claims and the quality of the materials distributed.
• Minimize costs by aggregating production orders from multiple dealers.