of Racicot & Associates' Channel Programs
Sales Training for Microsoft's MBS Partners
Microsoft and Ken Wax Workshops
dramatically improve Microsoft Business Solutions partners'
sales in the Small and Medium Business market, Microsoft needed
a targeted, tactical and effective training. Racicot
& Associates was engaged to conduct primary and secondary
research as the foundation for curriculum and activity design
and on-site training delivery.
Workshop evaluated as extremely high for content, relevance
and value by all participants. Attendees included Microsoft
MBS Partners and Microsoft management. Representative
comments included: "Much more specific to our industry."
and "It's a tailored program for our type of companies."
Added Reseller (VAR) Channel Development
Lotus Development, IBM and Cisco Systems
the right VAR partners, convincine them to attend an event
and obtaining their active participation in a vendor program
is a daunting challenge. Racicot & Associates was engaged
Lotus Development to create a new VAR (Value Added Reseller)
Channel through Seminar Program. the first program was
so successful that it was repeated the following year.
New channel established and functional in less than one quarter.
Following year, second series was implements to further develop
the channel and its tools.
In both year, success was s attributed to Racicot & Associates
acting as single point of contact for the all activities,
schedules and deadlines for literally dozens of groups including
Lotus, its partners and sponsors, distributor organizations,
presenters, and advertising agency, plus logistics, mailing,
Internet and registration resources.
Turnkey Management of Business Partner & Channel Programs
Wax/Total Quality Selling -- Sales Training Workshops
& Associates provided turnkey program management including
marketing, registration, on site training and management the
North American series of the Ken Wax Sales Training Workshops
for Business Partners and Sales Account Managers.
Training events rated by attendees as high quality and well
run with a high return on investment. Managed all customer
service processes including requests for information, event
registration, confirmation and payment. Assisted in curriculum
design, development and on site training delivery.
Success Program applauded as instrumental in Partner
sales and account development.
Decision to Create a New Sales Channel
Focus Systems Inc
In Focus Systems wanted to determine whether or not to create
a new sales channel in the next quarter. Racicot & Associates
was engaged to design a program, implement it, analyze the
results and deliver recommendations.
Results: Racicot & Associates devised a unique
program which attracted and educated senior account managers
from the System Integrator and Consultants In Focus products
in 20 cities across North America. The cost effectiveness
and efficiency of launching a new channel program was assessed.
City by city recommendations were made on cross channel programs,
direct and indirect sales strategies and the overall marketing
Success : For a fraction of the cost of booth space
at an industry trade show, IFS was able to confidently, make
intelligent decisions regarding the viability of the System
Integrator and Consultant channel for their products. Within
one quarter, they had the information necessary to reshape
their channel strategies and to redirect their classic channel
sales efforts. As a bonus, their products were seen, in action,
by hundreds of senior account managers, thus 'cutting through'
the channel noise. Independent of its channel plans, IFS program
resulted in a channel presence and an educated managers.
Partner Sales Enablement
In less than 6 weeks, Racicot & Associates proposed, designed,
negotiated, scheduled and implemented a seventeen city Business
Partner enablement program for Lotus Development Notes.
Results: Racicot & Associates designed and implemented
program including attending and managing each session.
Results: Attended by nearly 700 Business
Partners. Rated, by attendees, field sales and corporate management
to be extremely high quality, having high return on time and
investment and well run. In addition, invaluable relationships
were created for Lotus with key Business Partners nationwide.
This program also leveraged other channel programs.
Seminar Building Sales for System Integrators
Development and Total Quality Selling Inc.
goal of this seminar series was to attract the 'cream of the
crop' leading systems integrators and consultants to twenty
seminars across North America. Racicot & Associates designed
the program and process as well as conducted the marketing
to get the field sales management engaged and committed to
Program extremely successful, highly rated and superbly run.
All management goals met plus Racicot & Associates devised
a way to eliminate field marketing costs for the program.