a balancing act: a rule for other companies to sell your product
TRANSCRIPT
A balancing act:
Rules for other companies to sell your product
Background Joep & Marvia
•Start-up 2005: From DTP to ABC
•2012 PostNL as 100% shareholder
•Sales challenge: How to utilize sales network?
•Facts:
Clientbased trippled over last 2 years
Worldwide more than 25.000 users
Daily more than 5.000 C-PDF’s
Establishing a network of partners whose core business model complements with yours
Printing:
Advertisement: Intercompany:
•Enhances reach, is scalebale
•Breaks open new markets
•Can be started without big upfront
investments
• Takes lot of effort to get sales train
moving
• Practical barriers are raised
• Lack of control over how the product is
pitched
• Management agreement: Does not mean
direct sales involvement
Reselling in Theory Reselling in Practice
Cooperation: What’s in it for me?
Understand one’s business
Reinforce Integrators:Create confidence in selling
Wrap up: How to create effective resellers?
Understand
business/mark
et challenges
Reinforce
integrators
Increase total
quantity of
power
Increase
reciprocity
Reward those
who
coöperate
www.marvia.nl
@marvia
Questions?
Joep Donders – Commercial Director
06 301 63 708
www.marvia.nl
@marvia
Questions?
Joep Donders – Commercial Director
06 301 63 708