You want your partners to sell your products instead of those of your competitors but…
- How do you build and communicate your value proposition?
- How do you ‘lock’ them in?
- How do you maximize mindshare?
- How do you take more than your fair share of their investment?
- How do you incentivize them?
- How do you build long-term partner loyalty?
- How do you know if you succeeded?
- How can you measure ROI?
You may be one of many vendors in a crowded market or you may be a niche player but the challenge is the same. Without a value proposition to communicate to your channel partners, your products will be like any other, simply waiting for potential channels to come to the conclusion that their customers need to buy it and they need to sell it.
How do you ensure that your channel is focused on selling your products over those of the competition? Why should they, what differentiates you from the competition and do they understand the key differences? How are you incentivizing them at a company and individual level? How will you know when you have got it right?
Relayware has the solution.
How Relayware Can Help You
We provide you with the means to ‘lock-in’ your channel partners:
Building and Communicating your Value Proposition
A winning value proposition to your channel is a core message that compels their interest and purchasing activity and will ultimately lead to greater partner loyalty. We can help you analyze your products and services in the context of the needs of your customers and channels and to develop a unique and compelling value proposition to your channel and a collaborative value proposition for you and your channel to your mutual target customers.
When it comes to communicating your value proposition, Relayware’s communications capabilities allow you to create online and offline communications including email and text messaging to get your message across to your audience via whichever medium they prefer. You can tailor your audience and the precise nature of your communications depending upon the profile of the individual recipient.
Maximize Mindshare Through Multi-Channel Communication
The days of creating monthly hard-copy product literature, price lists and newsletters is behind us. However, whatever the medium; email, social media, mobile push updates and activity streams or portal we provide you with the means to create your communications using Relayware templates or creating them from scratch with customized content and personalized messaging.
Partner Enablement
Equip your channel with greater knowledge about your products than those of the competition and you will gain an instant competitive advantage. We will facilitate targeted, personalized communications to individuals prompting visits to your portal for baseline knowledge assessment and hence perform a training needs analysis.
Our specialist partners can help you to construct a training curriculum and track content tailored to the needs of your channel and integrate and publish this content with our portal content management tools and services or mobile app. Using push and pull communications we can facilitate passive, non-curriculum-based knowledge transfer via email, mobile app and online via your portal. For curriculum-based training, Relayware’s mobile and online training and testing functionality will allow you to conduct everything from short text-based product knowledge transfer and verification right through to complex multi-module technical, product or solution selling training using the latest methods of delivering rich audio and video content.
We can provide the necessary systems to conduct end-to-end online event management to facilitate classroom or seminar training; including attendee selection, invitation and registration. Our specialist partners can help you to plan and run your training events.
Relayware takes the pain out of channel accreditation and personal certification management by automating the time consuming processes associated with verifying accreditation qualification through the achievement of multiple accreditation criteria at both an individual and company level. We can also automate non-compliance and lapse communications in order to ensure that you don’t lose accredited channel partners.
End to End Sales Incentive Management
We allow you to integrate information from multiple data sources including internal ERP and external sales-out feeds to quickly ascertain which channels and individuals are performing and which are not and whether an incentive program; as part of a broader partner loyalty program is required to facilitate a sales or marketing campaign or simply to take remedial action. Relayware offers you the capabilities to build, communicate and manage such a program from promotion and participant registration through to sales tracking and verification, points allocation and redemption. Our specialist partners can offer best practice in program design and the sourcing and fulfillment of incentive rewards through pre-configured integration with Relayware.
MDF and Co-Marketing
Once overlooked as ‘soft margin’ in the days of higher profits, MDF programs are now seen both by vendors and their channels as invaluable funding mechanisms for value-added joint marketing activities and the development of long-term partner loyalty. We can help you to automate the processes of tracking sales in and sales out from your channel, feed live data into your database and calculate MDF accruals accordingly. RelayWare further helps you and your channel partners to manage the process of funding applications, application approvals and fund allocations and can even facilitate the assessment of return on investment. Finally, RelayWare facilitates the provisioning of online co-branded template-driven marketing collateral and allows channel partners to design, order and pay for such items using, if appropriate, accrued MDF funds.
Tie up Channel Partner Investment
If your channel partners are investing more in partnering with you in terms of knowledge, time, resources and funds than they are with your competitors, then you will dominate; both in terms of mindshare and their sales and marketing efforts. We help you to achieve these goals and build greater partner loyalty through effective communication, knowledge sharing, channel motivation and ultimately by making you easier to do business with than your competitors.
Measure return on investment
Knowing how to optimize the effectiveness of your communications strategy means knowing how to turn simple marketing activity into sales and Relayware can help you to achieve just that. We not only help you to become a better communicator, we help you to directly generate more sales as a result!