Many startups and growth firms are critically aware of the importance of generating early sales and obtaining distributors, resellers or partners.
In theory this helps reach many customers, establish credibility for the new venture and lower the fixed costs of sales and marketing activities. In order to be successful new firms and their potential resale partners must work closely together to develop:
- Sales training and development.
- The CEO as the salesperson and chief promotion officer.
- Marketing and sales materials.
- Jointly developed plans with targets and tactics.
- Income from early sales to fund ongoing activities
- Tracking and incentive programs to ensure KPI’s are met.
- Genuine relationships with mutually aligned visions
- Constant communication and feedback to improve returns.
- Real time support to resolve issues that may arise – quickly.
StartUP Marketing collaborate with our clients to indentify appropriate partners and begin building genuine relationships with distributors, stockists, resellers and partners. By specifically addressing the points raised above we ensure sales and distributor relationships are enduring and profitable.
Criteria we use to select key partners includes:
- A genuine match between their needs and your value proposition
- Innovative firms willing to try new supplier relationships
- Respect, credibility and aligned target markets.
- Willingness to refer and represent your brand consistently
- Personal relationships and links between both parties
- Aligned strategies: could they invest in your company?
