The document discusses best practices for improving the value proposition for resellers. It identifies five key areas: 1) offering differentiated products, 2) providing profit opportunities through incentives and tools, 3) demonstrating commitment to reseller success through feedback mechanisms, 4) supplying business management tools to help with planning and ROI, and 5) generating demand and helping close deals through marketing funds and programs.

1. Best Practices to Improve
Reseller Value Proposition

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3. “
You may not realize it but many of your
resellers are not as happy with you as
they could be. There are several
reasons but the number one issue is
they are not making as much money as
they expected.

4. Best Practices to Improve Reseller
Value Proposition
◇ Differentiated Products
◇ Profit Opportunities
◇ Commitment to Success
◇ Business Management Tools
◇ Demand and Closing Deals

5. Differentiated
Products1

6. Success practices to strengthen differentiation
perception for your resellers
◇ Industry analyst reports citing advantages
◇ Case studies citing competitive advantages
◇ Product comparisons highlighting advantages by competitor
◇ Draft Request for Information (RFI / RFP) that highlight your
competitive advantages
◇ Market statistics that demonstrate acceptance levels of your
product in the market

7. Profit
Opportunities2

8. Success practices to motivate growth
with profit enhancements
◇ Establish revenue targets that are associated with higher reseller
margins
◇ Provide tracking tools to allow resellers to monitor their progress
toward achieving higher status levels
◇ Provide web-based modelling tools to allow resellers to simulate
different revenue and margin scenarios
◇ Tie other non-financial value to achieving these levels (e.g.,
support) to enhance attractiveness

9. Commitment to
Success3

10. Success practices that will yield
greater reseller commitment
◇ Trained reseller account managers in collecting feedback with well-defined
reporting systems
◇ Regular (monthly) reseller input opportunities using an inside sales team or
electronic methods
◇ Reseller live chat services to allow them to reach an internal expert in real
time
◇ A bi-weekly “trusted advisor” proactive newsletter featuring what’s new
and highlighting reseller inputs and actions taken based on these inputs
◇ Reseller advisory council to have input on product road-maps, reseller
needs, competitive updates and other business inputs

11. Business Management
Tools4
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12. Success practices that will enhance reseller
business profitability and satisfaction levels
◇ Web-based reseller business growth simulation tools that allow resellers
to do scenario planning for revenues, costs and profitability with your
product or service
◇ Web-based reseller ROI calculators to help estimate staffing, expense and
capital investments, and forecasted return on these investments in your
brand
Visit us for more info: triad01.com

13. Demand and Closing
Deals5
Visit us for more info: triad01.com

14. Success practices for generating
demand and closing more deals
◇ MDF (Market Development Funds) available to resellers to finance
marketing efforts
◇ Templated marketing campaigns that your resellers can execute on their
own
◇ Full-service marketing programs that will generate nurtured and qualified
opportunities

15. Thanks!