Establishing good relationships with sales channels has become a strategic advantage, as it enables companies to reach new target markets and scale their business. However, a lot of companies struggle with effectively managing these channels.
Check out the slides of this recorded webinar and get insights on how Showpad’s sales enablement platform supported Eloy Water's stellar growth and gave them control on the messaging and branding of their sales channels.
Otherwise, take a look at the On-Demand recording: http://content.showpad.com/webinar-activate-indirect-sales-channels-scale-business-growth
3. • Via #partnerenablement!
!
• Please submit your questions via the Q&A
webinar panel!
• Recording will be provided after the session!
3!
How to engage?!
4. Goal of this webinar!
• Provide insights on how a sales enablement
platform is crucial in building a scalable reseller
network.!
• How to enable your channels to deliver supreme
customer experience!
• How to distribute your marketing and sales
collateral efficiently in a branded environment!
6. About Eloy Water!
• Development and commercial distribution of residential
and industrial wastewater treatment solutions!
!
= Best Product + Best Installation + Best Maintenance!
• Proximity and availability is core to our strategy!
• Eloy Water is a member of the Eloy Group!
!
• Active in 25 countries via 6 subsidiaries, and a network of
exclusive and specialised distributors!
• Fast growth recognized by Trends Gazelles 2015!
8. Way of working before Showpad!
• Typical Paper Sales Binder tools!
• Out-dated catalogues!
• Updates through e-mails & USB sticks!
9. Business challenges!
• Make sure that technical and commercial materials are up-to-date and available to
everyone!
?
Correct dimensions are critical
10. Business challenges!
• Align dealer’s sales force in terms of sales arguments
and material!
• Physical meeting with indirect sales force (<1x/year)
reduces go-to-market speed!
!
• Printing & distribution of new catalogues is too slow
for our fast innovation process.!
• Harmonize corporate identity and increase brand
awareness!
11. Buying criteria!
• Intuitive and easy to use (even for non-digital natives)!
!
• Multi-platform and multi devices support!
• Corporate branding of the app!
• Easy set-up and roll out of the platform with small marketing
team!
• Some flexibility (within a continuously evolving platform)!
• Reasonable price model!
Jean-René Catin (84)
14. Evolution!
• From only one test market (France) to global roll
out (Belgium, New-Zealand, Caribbean, New-
Caledonia, Australia)!
• Leader boards on content usage insights reshaped
our content creation strategy!
!
15. Outcomes for Eloy Water!
• Shortening time spent preparing for
meetings!
• Quickly locate up-to-date content!
• Sales reps are seen as experts as they can
instantly provide the right answer!
!
• More natural conversations!
• Greater success in closing deals!
• Gain visibility on content usage on a global
basis!
• Showpad gives control and messaging and
branding of the indirect sales force!
• Harmonisation of the brand in the
dealerships with the identity of Eloy Water!
• Investment in branding during 2 years
resulted in re-established market leadership
(mature market with 46 competitors)!
FOR SALES FOR MARKETING
16. Showpad solution - key success factors!
• Buy-in from users!
• Demonstrate added-value (internally)!
• Internal project manager for activation and
training!
• Start with pilots, and welcome newcomers!
• Empower users!
• Sharing of best practice!
• Tips & tricks!
• A lot of flexibility inside a generic platform
(channels/branding/divisions)!
• Division – Own dealer content administered
by dealership!
• Statistics on user rate (daily unique users)!
• New functionalities!
ELOY WATER SHOWPAD
17. Next steps!
• Eloy Water customers like short and easy to consume
video (now also in 3D for installation)!
• Shift to content that is focussed on sales interactions
(ROI calculators)!
• Further expansion from installation network to
maintenance!
Eloy Water!
Group!
Eloy Water!
Subsidiaries!
Dealerships !
or!
Exclusive
distributors!
!
Construction
companies!
!
End user!