Mobile applications are definitely sculpting the channel of the future.
With rapid developments and new trends in cloud, mobility, and social media shaping the way we do business, the way in which vendors, distributors and channel partners work together and communicate is shifting too.
Take a look at the reasons why you need a Channel Enablement App:
1. Mobility is the key – Mobile technology is everywhere and is engrained in today’s consumer experience and this trend is creeping into the channel too. There’s nothing worse than a sales rep being stood in front of a customer and having to rifle around through paperwork or call around to find out the information they need to provide.
Having the ability through a few clicks on a smartphone or tablet to present the customer with everything they could want during that meeting makes for a far better conversation – it’s that just-in-time sales enablement that partners are looking for from their mobile devices.
2. Avoid Information overload – Many solutions providers deal with more than one vendor (maybe even 10 or 12!) and even more than one distributor. So you can imagine the constant bombardment of information; programs, incentives, certifications, PR, events, and much more.
How can a partner possibly absorb all the key vendor or distributor information at the right time, and in the right place? Let alone make sure it gets to the right people in their organisation!
3. Everything all in one place – And not only is there lots of important information to get across, there’s lots of ways in which it’s being distributed. Currently, channel communications are sent to Partners by email, newsletters, webinars, events, telemarketing, social media, sales visits and is all stored on a Web Portal as the ‘Oracle’ of information.
Whilst a considerable amount of time goes into creating collateral and content for these communication channels, the statistics are interesting (and slightly disheartening to this point).
CompTIA recently conducted a survey and found: Less than 5% of channel partners regularly use vendor portals, 17% open Vendor emails, only 2% click or take any action.
So with 85% of Channel professionals using a smartphone and/or a tablet to conduct business, a mobile partner app gives a single point of all the information they could need, as little and as often as they need it.
And that’s the key shift in mindset here – vendor and distributor information that’s readily available for the partners to decide how and when they engage with it.
4. Deliver the right messages, at the right time – Add to that the fact that promotion updates, pricing updates, product updates, alliance updates can happen at any time.
There would be nothing more embarrassing than a partner having an ‘outdated’ conversation with their customer, blissfully unaware of the changes that could impact upon their customers’ needs until they get back into the office – so it’s also about the real-time need for content as soon as it’s available.
And if you can access the information whilst you are on-site that day then even better!
5. A Permanent place in their pocket – I’m pretty sure that when your partners walk into one of their customers, they can’t remember every single value proposition about every single solution from every single vendor.
Now I know you’d probably like to think that all your partners sell all your products all of the time but realistically we know that isn’t true. And although you can’t change this, you can change something – make your solution value propositions as readily available as possible.
And what do partners carry around with them wherever they go? Their Mobile. Imagine your solutions and offerings permanently in the their pocket, every time they go to a customer…
6. Providing a competitive edge to everyone involved – Managing a distribution channel has many challenges. It’s becoming more competitive, with more products, and trying to overcome this whilst budgets get tighter! Let alone the constant changes in customer expectations and knowledge.
There has never been a more poignant time for distinction and the ability to offer something different. And that goes for both vendors/distributors and partners. Not only does offering a channel sales enablement app enable your business with all of the above, but it empowers partners too.
If you are offering an opportunity to position themselves as the trusted advisor for their customer base by providing them the most up to date information and equipping them with the sales tools they need to drive their own conversions, then they are absolutely going to want to advocate your business.
7. Real-time Deal Registration – Anything can happen between the partner walking off a customer site and driving back to the office, or flying back home to then rush and register that deal. Can you imagine how many deals are lost in these spaces of time? Registration has to happen instantly and sometimes that isn’t always possible. But it would be with a mobile app. Imagine your partners eyes light up when you can offer real-time deal registration? Let alone everything else!
8. Enable your business, Empower your partners, & Drive more conversions!
Would your partners benefit from a mobile version of your channel program at their finger tips? Talk to Channel Tools today about our exciting new Channel Enablement App, Integrit.