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 VAR Profiling and Recruiting
Client Goals
A leading hard drive manufacturer for consumer and OEM applications needed a cost-effective process to profile and recruit channel resellers into their channel partner program. We began with nearly 4,000 reseller accounts and contacts from the client’s quarterly POS report.
ChannelForce Action- Leveraged the ChannelForce state-of-the-art contact center with best practices around making contact, profiling, and recruiting through telephone contact.
- Crafted the call script, created the program objectives, and devised a process for feedback.
- Developed a system for accurate recording of key data and consistent reporting.
Results- 64% of the POS accounts were profiled with updated contact information and surveyed for key marketing data.
- 74% of the accounts contacted enrolled in the manufacturer’s channel partner program.
- The average cost to contact and enroll the accounts into the channel partner program was $29.41.
- Provided key feedback on channel partner perceptions of their program and products.
- Increased rapport between the client and channel partners that typically do not receive a “human touch”.
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