rewards programme
DESCRIPTION
Rewards Programme . The business challenge. Gartner says “ the IT security services market in Europe is mature” VARs have direct access to end users and play a key role in the Vendors and VADs sales cycle Campaigns to engage VARs need an innovative and measurable approach. - PowerPoint PPT PresentationTRANSCRIPT
Rewards Programme
The business challenge
SALES
End users
VARs
Mar
ketin
gLe
ads G
ener
ation
• Gartner says “the IT security services market in Europe is mature”• VARs have direct access to end users and play a key role in the Vendors and VADs sales cycle • Campaigns to engage VARs need an innovative and measurable approach
SALES
SALES M
arke
ting
Lead
s Gen
erati
on
• DRIVE is the program to strengthen the partnership with Resellers, approach the end users market and easily track the campaigns ROI
Vendors
• Want ‘NEW NEW’• Resist New/Existing Customers
• Already Buy Competitive • Large Renewal . . . .• Don’t want to upset Incumbent • Frightened Change = Delay
• Vendors Appoint High Cost Alternatives • Cold Calling/Tele Sales • Cost >$300/appointment
• Lower Quality Appointments • Zero Impact to Existing
Business• DRIVE behaviour change
NewNew
NewExist
ExistNew
ExistExist
The Challenge With VARs
• Faster Sales Engagement • Better integration with Vendor sales
team – closer relationship • Accelerated knowledge transfer• More experience of selling in • Easy to track activity • Easy to use ‘self service portal’• Compliments DRA processes • Gets VAR Mngt Buy-in
• Vendor• VAD• VAR
Customers
Prospects
Benefits of DRIVE
Who Wins
• VARs – They receive Points towards
Campaigns and NFR etc • VAR Individuals – Rewarded for New Sales Opps
• Vendors – Higher Quality Sales leads – Measurable ROI
• All Sales Super Heroes !
Welcome to DriveAn innovative program for Vendors and Resellers:
Rewarding Resellers for setting qualified meetings with end users
Accelerating business development for Vendors
Encouraging Resellers to join Vendor campaigns
Maximizing the value of Vendor campaigns
How it works
Vendor create the promotion in Drive
Resellers join the promotion and organize meetings with end usersExclusive networks accounts invite the reseller business owner, who sends it out to his employees
Meetings with end userstake place.
Resellerslog the meetings into Drive
Vendor and Exclusive Networks approve or decline the meeting
Resellers earn
points!
The Portal
Accelerator for Reseller meetings
Pre-paid cards to accumulate pointsand a full catalogue of individual
and business rewardsAn easy ‘self-service portal’ to manage meetings and your points
http://www.driverewards.com
The PortalEach Vendor has its own access on the portal to:
• Create promotionsVendors set up defined criteria along with a point’s value, can control list of Resellers that can join the promotions
• Track resellers meetingsVendors can view the meetings logged by the Resellers, access the dashboard tab and check which VARs are performing best and which individual is performing
• Allocate points to the resellersapprove the logged meetings that met criteria of the promotions
Points allocation to individuals and the business
Example criteria:€10,000 @ 400 points per meeting= 200 points to the individual + 200 points to the business Total 400 points per meeting 25 meetings generated across the channel
Note: on average a telemarketing company will charge $550 (€400) per meeting generated.
Terms and Conditions• Vendors have ability to approve or
reject meetings- How to manage meetings?
• A reseller business can join DRIVE by EN account invitation only
– Why only after invite?
• Only qualified meetings by the reseller matching Vendor set criteria will earn points
• Tax implication are left to the individuals, therefore all the points are redeemed as rewards
Via a VAR (Value Added Reseller) league table on the portal
To ensure that individuals and businesses receive the value of the programme
To ensure that EN is supporting the right partner for the vendor and distributing funds to the resellers we want to work with
Get management buy in
FAQ & Demo• Which Vendors can join the programme?
Any vendor who is working with the Exclusive Networks Reseller Channel and wants to increase their lead generation.
• Can I use the portal for anything other than meetings?Yes, this portal is truly flexible and we can add event attendance, training attendance or anything else!
• Do you want to DRIVE yourself?Try the drive demonstration live
Login www.driverewards.coUsername: envPassword: env
Further Information Visit www.driverewards.com Need help? Ask [email protected] or mail the PAN contacts:
• James Holohan - Director Product Marketing Nordics• Elsa Cariello - Marketing Operations Managers• Tanya Crotty - Agency contact
Or the local contacts:• AUSTRIA Michaela Koch [email protected] • BELEGIUM Jurgen De Wolf [email protected] • NETHERLANDS Laurens Schaffer [email protected] • FINLAND, NORWAY, SWEDEN James Holohan [email protected] • FRANCE Virginie Mouton [email protected] • GERMANY Dinah Kuke Hartwig [email protected] • ITALY Elsa Cariello [email protected] • PORTUGAL Elizabeth Alves [email protected] • SPAIN Juan-Manuel Lopez [email protected] • SWITZERLAND Patrick Hulliger [email protected] • UK Laura Rhodes [email protected]