Distributors must create new "Partner Enablement Capabilities

Provide your partners with new and unique opportunities that strengthen their sales

Distributors need to think in new ways to stand out more and win more

We know from research, that sales reps are most effective when we support them with a strong framework. This is also the case for your partners, they are continuously working on “how can we arm our sales reps. with the latest thinking and approaches to connect with their buyers, stand out and win more . 

As distributor, it can be difficult to get the amount of attention and activity you want from your partners. Your partners have their own plans, and they have probably more partners than just you. Perhaps you have also been doing more or less the same activities through many years, an approach that is not really any different from other distributors, your competitors. 

Let’s say that most of your partners do not have their own unique insights to bring to the market or any related and unique activities. Why not see this as an opportunity for you? If you can become the link between your partners getting unique local insights that strengthen them in their NewBiz and account development, you will stand out, and you can implement more and better activities with your partners.

Building sales & marketing capabilities that can be distributed to partners are, to distributors a source of competitive advantage. 

InsightsRadar: A new framework for distributors to arm their partners

To obtain success, distributors must adopt both an agile mindset and focus on realizing new and the right capabilities to win partners hearts and minds. Building a partner framework of B2B Sales & Marketing Capabilities is an opportunity for you to gain an advantage over competitors. 

The InsightsRadar is a flexible SaaS “Sales & Marketing Backbone” that realizes critical capabilities for a distributor business model:

  • Generation of your own unique industry- & market Insights to find, open new doors, qualify meetings, win and grow accounts.
  • Insights into Benchmarking & Best Practice knowledge on your focus area
  • Reports/Insights on a customers company-, stakeholder- and/or person level informing you about weak areas, efficiency losses and lost potentials
  • Consensus Insights briefing you on actual disconnects in the stakeholder group 
  • Pre-build “Consensus Workshop” & “Red Dot Session” frameworks
  • Insights driven seminars, with unique follow-up reports on each participant

Invite partners to participate in the “Insights collection process”, will only involve them even more. You will be more important to partners.

 

A former McKinsey benchmarking study involving 15,000 employees at more than 140 leading  companies, showed: Revenue growth at companies with more advanced marketing and sales capabilities tended to be 30 percent greater than the average company within their sector. Building sales capabilities is not an expense, it's an investment in top-line growth. 

McKinsey & Company

Example: A "Partner Enablement" framework supporting locally sales organizations

InsightsRadar: Partner selling & Marketing

1. Insights generation

By using our Analysis Framework, you can in a smart and effective way, alone or together with one or several of your partners, get your own unique insights on your focus areas directly from your customers and prospects – engaging your market, and building confidence.

2. Avoiding mis-alignment

A lack of consensus in the buyer group reduces dramatically the probability of a closed sale. The InsightsRadar identifies stakeholder disconnects. Sales reps will be in control and can effectively facilitate a process to avoid misconceptions and help the stakeholder group to reach consensus.

3. Partner NewBiz improved

With new domestic insights, you can help your partners, go to the market with new inspiring insights. With reports on the customers situation they can go a level deeper and achieve better customer and group conversations. Customers will reward your partners with confidence and preferences.

4. Partner loyalty

When you introduce new insights, and new stronger go to market concepts, your partners will be linked more to you. You will be a significant reason for your partners developing their sales. The more your partners are linked to your insights activities the more you can rely on they will sell & win more.

We are a new, innovative and cutting edge platform on delivering Organizational Capabilities to sales organizations. That's why we do not show much of the product itself on our website, but we will be pleased to present our solution to you.
We take our own medicine and offer you our InsightsRadar focusing on your Challenger Selling Organizational Capabilities.