Finding and developing the appropriate channel partner(s) in each region or country requires experience that VDM Telecom can bring to the table. A good analyses of the key Distributors and underlying channel structure is essential. Alternatively you can focus on 1-tier distribution such as System integrators, online webshops or local agents.
It's our vision that, whatever distribution model you will choose, it's important to set clear rules and expectations and to be consistent in the execution phase with each new or existing partner.
When you have an existing partnerbase you need to decide whether and to what extent to drive new products and solutions through your resellers. When you have no presence yet in a particular area you will be faced with other challenges that might require a proper 'break in' plan or a joint partnership model with a strategic alliance.
VDM Telecom has extensive experience in EMEA developing such partnerbase, driving and coaching a small team of regional and local staff.
Among the services offered in this space:
Channel analysis and personal contacts at CxO level
Distribution and Reseller contract set up and negotiations
Develop and drive joint prospect list
Channel partner program development
- definition of clear benefits and requirements
- partnerlevel and margin based upon (total) turnover and commitment
Joint Marketing and Promotions plan
- local lead generation plan
- Pricing and Product promotions
- Support local events
- develop and promote strategic references and case studies
Managing Channel Extranet site
- developing loyalty program for partner salesforce
Partner knowledge transfer
- onsite training partner engineers and salesforce
On-site customer visits