What do you consider to be the top 3 most important characteristics of an partner channel representative in being successful in reaching a quality prospect and converting into a lead?
1. Ability to Properly Qualify - this is an important skill that can optimize your workflow and lead to greater efficiency throughout your day. Pre-screening and researching the prospect’s organization is key to understanding their needs.
2. Trusted advisor / problem solver - having a science background has provided me with a strong foundation for analytical thinking. When I communicate with prospects I want to understand all of the aspects of their business that will help me determine if they are a fit for my product. By understanding their needs and helping them find a solution I become a trusted advisor …show more content…
This was generally weighted more heavily toward the afternoon as the mornings were warm prospect pre-qualifications. My success came from engaging the prospect after pre-qualifying them and learning as much about their business as possible to act in a trusted advisor capacity. This involved analyzing their business to see if we could identify any opportunities for our products to alleviate any platform issues they may have.
What experience do you have selling software into a B2B environment through a partner channel? Please provide specific examples.
My experience at SolarWinds provided me with many opportunities with our partner channels. This included distribution channels (Ingram Micro), current partners, and buying groups like Millennium Micro (Canada’s Largest IT buying group). I was responsible for primary contact with the CEO of the company after a partner referral, which lead to a preferred vendor program developed for their network (269 independent IT service providers).
http://www.n-able.com/company/newsroom/press-releases/2015-10-06
What would be your desired salary in such a
1. Ability to Properly Qualify - this is an important skill that can optimize your workflow and lead to greater efficiency throughout your day. Pre-screening and researching the prospect’s organization is key to understanding their needs.
2. Trusted advisor / problem solver - having a science background has provided me with a strong foundation for analytical thinking. When I communicate with prospects I want to understand all of the aspects of their business that will help me determine if they are a fit for my product. By understanding their needs and helping them find a solution I become a trusted advisor …show more content…
This was generally weighted more heavily toward the afternoon as the mornings were warm prospect pre-qualifications. My success came from engaging the prospect after pre-qualifying them and learning as much about their business as possible to act in a trusted advisor capacity. This involved analyzing their business to see if we could identify any opportunities for our products to alleviate any platform issues they may have.
What experience do you have selling software into a B2B environment through a partner channel? Please provide specific examples.
My experience at SolarWinds provided me with many opportunities with our partner channels. This included distribution channels (Ingram Micro), current partners, and buying groups like Millennium Micro (Canada’s Largest IT buying group). I was responsible for primary contact with the CEO of the company after a partner referral, which lead to a preferred vendor program developed for their network (269 independent IT service providers).
http://www.n-able.com/company/newsroom/press-releases/2015-10-06
What would be your desired salary in such a