Jola recently exhibited at Channel Live at the NEC. It was a great opportunity for IT and Telecoms providers to compare suppliers side-by-side. For Jola, the event was a success as we achieved the targets we set. How do you measure the effectiveness of your sales and marketing?
Do you use these measures?
Key marketing metrics are leads generated, conversion rates and spend against budget. Brand awareness, product and messaging recall and customer satisfaction indexes are also useful. For sales, it is revenue and margin against target across the portfolio, as well as growing active partners. Effective sales and marketing teams will regularly achieve targets set in line with the business plan.
What are the must-haves?
When partners ask us about setting up new sales and marketing campaigns for our products, we start by looking at objectives and targets to measure success against. As a starting point partners need the right products at the right price to support their customers and want appropriate self-service portals and white label services. They want a reliable supplier, who will work with them to fix problems and help their customers improve productivity and save money.
Materials
Next they need materials to help generate new leads, information to populate their web site and customer newsletters. They want detailed sales proposals, explaining key benefits with more in-depth technical information available on request.
USPs
We encourage partners to identify and promote their unique selling points. So many people think that hosted voice platforms are all the same but, as we saw at Channel Live, this is not the case. We ask partners to highlight what is unique about them and their solutions to customers. We ask them to understand the alternatives available to customers and how their offering is different. They can then target customers where the difference matters.
We tell partners to use their own customers as reference sites. They have first-hand experience of the unique proposition and can independently influence others.
Irresistibility
When partners promote their proposition, we advise they add a strong call-to-action. We tell them to give their prospects a reason to contact them today.
If you are looking for a reliable supplier of internet connectivity, hosted voice and mobile SIMs with great pricing, white label portals and sales and marketing support…
