Over the last 24 months, there has been far-and-wide partner and carrier consolidation. It has sparked a new conversation about the how-to’s of selling. That’s why it’s crucial for partners to build a knowledge base that can help them work outside their traditional comfort zones. We have honed a few tried-and-true habits that we practice with our partners to ensure their success.
Partners are the lifeblood of our business. On the supplier side, being accessible is a basic table stake. Whether by answering a text at 11pm, or jumping on a conference call at 6am — being available and responsive is a must.
2. Sales enablement
We help partners with “outside the box” thinking. The Innovative team and myself have a great synergy with partners who understand the traditional partner/carrier landscape, but they may be new to selling cable operators. We enable partners to buy from us and then help them with getting outside of what they are traditionally working on to create the right solution for the customer.
Often, sales enablement will involve spending time with a partner’s internal staff on a frequent basis. In-house lunch and learns, and talking to sales organizations and back offices are two of the ways we make sure everyone is up to speed and have the same knowledge base.
3. Partner enablement
Traveling with partners to talk to their strategic partners is one of the most important ways we help all parties involved understand how to sell cable. We’ve had the opportunity — through traveling with Innovative for example — to talk to industry-leading partners who wouldn’t feel comfortable selling a national solution with Spectrum Enterprise. Leading that initiative, helping them with training, and more, leads to terrific wins for their partners.
One way we are trying to differentiate is by being on the ground floor, enabling partners to feel comfortable with new suppliers so they can run their business through us. By helping co-sell, train, or just be at the forefront, we want partners to take it to the next level so it’s a win-win for both partner and customer.
Enabling partners to be more successful than their competitors is our ultimate goal. Talk to Innovative Business Solutions today to learn more.