Situation


Client wanted to be closer to the market place and its channel members.

Their objective was to communicate channel programmes timely and effectively, and to increase product sales.

The client recognised that a regional Telesales Account Management team was needed to strengthen its channel relationship and acquire channel intelligence.

Approach


Strategy

A team to manage the complete channel business process involving the top tens of thousands of accounts across 20 APAC countries was established within two months.

Database

Reseller contacts and their individual profiles were gathered by SUPERCEED and stored into a centralized database system.

Technology

SUPERCEED designed a new CRM tool that allowed Telesales Account Managers to track each unclosed issue and email/SMS information to other stakeholders in one transaction.

Web-based System

SUPERCEED designed a web-based reseller system that allowed resellers to enter issues and sales leads.

Results


Productivity

The client increased its channel relationship reach by 900% from the top 5% resellers to the top 45% resellers in each APAC country.

Sales Revenue

The sales contribution from the covered segment increased by 30% in the first quarter of operations.

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