SCC

Recruitment and enablement of resellers supporting a core service offering

The challenge

SCC saw an opportunity to create a new revenue model based on a new channel route-to-market with resellers servicing SMB clients. They wanted to:

Create an identity around their new service offering which would be sold via partners
Recruit Partners with a hybrid rebate and customer value message
Support to craft the programme beyond just the recruitment of Partners
Enable those Partners to market and sell to their customers and prospects

Key features

Partner Engagement & Enablement
Co-brandable content production
Campaign launch and on-going communications
Measurement & optimisation to increased ROI

Campaign

Sherpa architected a programme to attract Partners, by establishing a brand identity and creating an interactive website for interested resellers to explore.

We also created a toolkit for these new sellers to marketing and sell to their clients via brochures, cheat-sheets and scripts, comms plans and marketing material to co-brand.

Sherpa constantly monitored campaign success and modified to deliver ROI in this crowded space.

Recruitment

A recruitment campaign to target resellers made use of clear and simple proposition, consistent in look and feel, to drive resellers from email, LinkedIn advertising and remarketing to an interactive landing page which made clear the financial benefits and customer benefits of Print Simplicity with a reseller brochure download.

Enablement

To activate registered interests, Partners were provided with an enablement toolkit, as well as in-person information and training in order for the reseller to position the new proposition to existing and current customers. All the end-user collateral was provided with the ability for Partners to co-brand including display ads, leaflets, and adaptable call-scripts with objection handling.

Key stats

108

newly registered leads

engaged partners

Results

The newly-branded Print Simplicity proposition was launched within reseller marketing, and we have worked with the SCC team to amend and optimise the offering to the market place and to date have 108 registered leads with 56 actively engaged Partners.

Testimonial

"Sherpa have given us a significant commercial advantage this year, and their insightful, adaptable and results-led approach makes them a great team to work with. I would happily recommend them."

Vikki Smith, Director of Customer Experience, SCC

Related services

Recruit

Channels need to evolve - ensuring you recruit new partners that align with changing business models is a key activity. Partner 2.0 is upon us, lets make sure you have the right partner taxonomy.

Enable

Managed partner enablement ensures rapid time to cash for new partners, mobility & growth of current partners and high levels of end-customer satisfaction. Excellence in channel enablement requires thought.

SCC