Brio Software
Challenge:
Brio had a broad range of resellers with vertical and functional expertise that they wanted to leverage as a method of gaining deeper market penetration. Brio sought to provide resellers with the tools they needed to do their own demand creation and lead generation for Brio products into these vertical and functional areas.
Solution:
Sutherland Corporation developed a Partner Selling Kit that partners could use to put together web-based or onsite seminars. It included a guide on how to deliver a successful selling seminar, key Brio company messages, key product messages, and a week-by-week implementation guide for putting on a seminar. It contained all the deliverables needed to put on a seminar: printed and electronic invitations, telemarketing script, solution presentations, customer testimonial videos, and product demonstrations. Additionally, it included a recommended fulfillment kit and thank you, no show and sorry-we-missed-you letters for follow up.
Result:
With the development of the Partner Selling Kit, Brio could effectively leverage partner resources to penetrate new markets. The kit ensures that Brio partners deliver consistent company and product messaging, while empowering partners to do effective lead generation and demand creation. |
