upscale the partnership
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TRANSCRIPT
Up-scale partnership
Spend enough time with good customers
1. Do you know who are your good customers(not only national account)? Do you have account list?
2. What are you doing with your top accounts?3. Do you have good reason for partner to up-
sell?4. Do you proactively replicate success in the
same segments?
Key Questions
Step 1: Who are good customers?
1. Have an account list(not only national accounts, but also local accounts)
2. Identify your great accounts
Who are good customers?
Partners who providesmost valuable experiences
Partners who has most potential to grow
Step 2: Give your customers a reason to take more
1. Develop benefits for partners to take more2. Package your product
Give your customers a reason to take more
Case 1: In US, only if partners take more exchanges, they will get the employer branding benefits.Case 2: In Mainland of China, national exchange partner have special delivery process.Case 3: In Czech Republic, if partners take more than 5 exchanges, they will get 10%-20% off. They will also have pre-selection service.
Promotion Sourcing & Matching
Visa & Legality
Reception and
Housing
Step 3: Plan and execute up-scaling activities
Plan and execute up-scaling activities
1. Set goal for partnership up-scaling2. Solve MC-LC conflicts in accounts3. Arrange national/local account visit for
partnership review and up-scaling4. Collect endorsement and testimonials and
use them in future sales5. Recognize re-raise result
Case: In Czech Republic, MC visits the most important local partners and support LCs to upscale. They develop long term development plan for the partners. NST also coordinate and support the delivery of those partnership.
Step 4: Global Resources to Support You
We want to give practical support to national and local sales. With the finalized top 100 partnership list, we will-Collect endorsement and testimonials from them and share with the network to upsell in other countries-Support in upscale in TN country-Global recognize top partnerships of AIESEC