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B2B Lead Management with Partners.

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B2B Lead Management with Partners.

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B2B Lead Management with Partners.

  1. 1. ELEMENTS FOR MULTI-TOUCH LEAD MANAGEMENT WITH PARTNERS
  2. 2. PARTNER LEAD MANAGEMENT THE CHALLENGE TODAY
  3. 3. NO LEAD VISIBILITY Goes out Excel, may never come back PARTNER LED LEAD MANAGEMENT ISSUES TODAY NO ATTRIBUTION LEAD ADOPTION Goes out Excel, comes back deal registration Are Partners actually working leads NO LEAD CONTENT No Guided selling on how to address lead NO SALES MOTIONS SCALE Where is the sales process up to, lead by lead? How do we handle thousands of leads, across hundreds of partners across many campaigns ?
  4. 4. ELEMENTS LEAD BY LEAD SYSTEMATIC APPROACH = ENGAGEMENT GUIDED SELLING CONTENT WITH LEAD = KNOWLEDGE PARTNER SALES DIRECTLY ASSIGNED LEAD = CONVERSION
  5. 5. PARTNER LED LEAD MANAGEMENT HOW IT NEEDS TO LOOK CAMPAIGN DRIVEN OPPORUNITIES Content PARTNER SALES EngagementData Sales Motion END CUSTOMERS
  6. 6. HYBRID VENDOR / PARTNER LEAD FLOW MULTI-TOUCH MQL TO SQL PARTNER SALES END CUSTOMERS END CUSTOMERS Internal Sales SQL Lead
  7. 7. ELEMENTS LEAD BY LEAD SYSTEMATIC APPROACH = ENGAGEMENT GUIDED SELLING CONTENT WITH LEAD = KNOWLEDGE PARTNER SALES DIRECTLY ASSIGNED LEAD = CONVERSION
  8. 8. GUIDED SELLING FOR PARTNERS ENABLE ON THE FLY GUIDED SELLING CONTENT CONVERSATION POINTS KEY PRODUCT AREAS NO MORE EXCEL ! INTERNAL, PARTNER & HYBRID
  9. 9. GUIDED SELLING FOR PARTNERS SALES MOTIONS STEP BY STEP SALES MOTION FEEDBACK ON EACH MOTION NO MORE EXCEL ! LEAD 2 DEAL REG
  10. 10. ELEMENTS LEAD BY LEAD SYSTEMATIC APPROACH = ENGAGEMENT GUIDED SELLING CONTENT WITH LEAD = KNOWLEDGE PARTNER SALES DIRECTLY ASSIGNED LEAD = CONVERSION
  11. 11. SCALE IT ACROSS HUNDREDS OF PARTNERS USE THE FORCE! STRESSED YOU + = HAPPY YOU ( (
  12. 12. SINGLE VIEW OF ALL LEADS CAMPAIGN BY CAMPAIGN
  13. 13. SINGLE VIEW OF ALL OPPORTUNITIES PARTNER SALES
  14. 14. VENDOR & PARTNER SALES REPORTING
  15. 15. VENDOR & PARTNER SALES LEADERBOARDS

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