Are Your Resellers Selling YOUR Product to the Prospect?

Do any of these scenarios sound familiar?

Scenario #1: Marketing generates "leads" and sends them on to the reseller channel. Revenue numbers are down so the channel claims they are not getting enough qualified leads. Marketing naturally disputes the claim. Who do you believe? They both have subjective data to back up their position.

Scenario #2: You spend thousands on a trade show and marketing claims they generated lots of leads. The sales pipeline and revenues do not reflect an upturn in sales that should be associated with a "successful show". What happened? We have found an incredible number of these leads never get called – ever. In fact, we have heard from prospects that they have expressed interest to numerous companies at a trade show and NOBODY has called them. Why? "We are just too busy" was one quote we received. In fact, one company had 600 leads from a trade show that had not been called.   Several months had gone by so they assumed the leads were now "cold". We called the leads and found 75 interested leads--75!

Scenario #3: You continue to participate in numerous trade shows and marketing opportunities without accurate data to show how much business is actually generated by these programs. But you keep going to the shows because "they seem to generate a lot of traffic..."  Do you actually know if you are getting a return on your investment by attending these shows?

Typical Problems:

• Are your resellers selling YOUR product to the prospect?
• 40% or more of leads turned over to resellers are never actually called.
• Once a lead is turned over to the reseller, you have no visibility into the outcome of the lead unless it is closed.
• Your resellers are losing deals and you don't know the real reason why.
• You don't know the real reason the prospect purchased from the reseller.
• You are not sure which of your marketing campaigns is the most effective.
• What happens to those leads that ask the reseller to call back in several months?   Are they actually called back?

Operation Overlord can help you give visibility into all of these issues. We can then help you design solutions to help make your reseller channel more efficient and profitable.