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Showpad and eloy water: activating indirect sales channels to scale growth
Introduction!
Will Applebee!
Customer Success!
will.applebee@showpad.com!
Speaker Moderator
Pierre Bemelmans!
Marketing Director!
•  Via #partnerenablement!
!
•  Please submit your questions via the Q&A
webinar panel!
•  Recording will be provided after the session!
3!
How to engage?!
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!
About Eloy Water!
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!
Indirect sales channels!
Eloy Water!
Eloy Water!
Group!
Eloy Water!
Subsidiaries!
Dealerships !
or!
Exclusive
distributors!
!
Construction
companies!
!
End users!
Way of working before Showpad!
•  Typical Paper Sales Binder tools!
•  Out-dated catalogues!
•  Updates through e-mails & USB sticks!
Business challenges!
•  Make sure that technical and commercial materials are up-to-date and available to
everyone!
?
Correct dimensions are critical
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!
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)
Up to date info!
Platform usage !
Video = top content
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!
!
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
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
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!
Thank you!!
Any questions?!

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Showpad and eloy water: activating indirect sales channels to scale 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!
  • 7. Indirect sales channels! Eloy Water! Eloy Water! Group! Eloy Water! Subsidiaries! Dealerships ! or! Exclusive distributors! ! Construction companies! ! End users!
  • 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)
  • 12. Up to date info!
  • 13. Platform usage ! Video = top content
  • 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!