Download - Update..After 2 months
Update..After 2 months
27 MD registered12 Normal resellers registered
0 resellers registered in • Norway• Sweden• Germany• Belgium• NL• Italy
0 MDs registered in • Norway• Belgium• NL• Italy
Update..After 7 months
Finland20 NR 9 MD
Spain3 NR
22 MD
Portugal 9 NR3 MD
70 MD registered64 Normal resellers registered
Italy4 NR4MD
France12 NR18 MD
19 events!!
NL6 NR
4 MD
10 events!!
Sweden3 NR
3 MD
Belgium7 NR
7 MD
2 events!!
15 events!!
Germany? NR
? MD
Norway0 NR
0 MD
Austria0 NR
0 MD
Switzerland0 NR
0 MD
NR
MDNR
MD
Update..After 7 months
GOOD news– New vendors joined DRIVE locally– DRIVE registrations have increased– Commitment by GMs
BAD news– Still few events are logged in– Some Vendors are thinking to stop their investments on
DRIVE because they don’t see many events
What are we missing?
• Resellers’ interest in getting rewarded• Sales people support• MDs buy-in• Normal resellers buy-in• Effective collaterals (video, ppt,...)• Vendors• Time• ...anything else?
Improvements • Country marketing manager in bcc in MD invite emails
• register your interest' in a promotion to be posted on each promotion on DRIVE• register your interest' notification - email to MD, vendor and EN admin everytime an
interest in a campaign is submitted
• Giant Slalom feature - invitation through preregistration
• Anti-Spam - Reducing spam risk of invite emails• Giant Slalom email - "thank you" email automatically sent by the portal to users
submitting a GS form. The email contains the link to DRIVE submit a new form
• "Keep me signed in" box on the DRIVE homepage
• Enable ED admin to invite normal resellers directly• Set up MDs invite email to allow the users to delegate the EN admin to invite their
employees on their behalf
• Post on the homepage "How to use DRIVE" video• DRIVE shop - update gifts
• Training promo - Creation of a New template for the promotion type ‘Training’
2. Negotiation
Opportunities
Presentation
POCAssessment
3.Deal Deals SALE
Customer Visit1. Initial contact Event
Marketing emailing
Leads
Only few contacts in the funnel reach the final stage of the sales cycle.• Many contacts don’t lead to an opportunity and to a deal• The conversion rate of a lead in a deal is lower than 20%
SALES STAGES
A “day” in a Reseller life
The revenue you will get without DRIVE
3. Deal DealsSALE
€ €€€
€€ONLY IF THE DEAL IS CLOSED
SALES STAGES
• Only leads converted in deals generate revenue• Many leads don’t generate revenues because conversion rate<20%
Leads Customer Visit1. Initial contact Event
Marketing emailing
0 €
2. Negotiation
Opportunities
PresentationPOC
Assessment0 €
Opportunities2.Negotiation
Presentation
POC Assessment
€€€€
€€
€€€€€ €€
€
€€
€
€€Customer Visit1.Initial contact
Event
Marketing campaignsLeads
3. Deal
Deals
SALE€ €€€
€€ONLY IF THE DEAL IS CLOSED
The revenue you will get with DRIVE
SALES STAGES
Has anything changed?• Even if leads don’t get into deals, they generate a profit• Leads generate revenues at the initial contact stage
€€ €
DRIVE - NEXT
• More global campaigns on DRIVE • Customer References • Slideshare• “How to” videos – uploaded on youtube to train new users on how
to use DRIVE portal• Branded Giveaways – Notebooks– Pens