Issues & Scope

• Info Overload - Difficulties to communicate
• Limited distributor coverage ? Reduced sales
• Inability to track sales opportunities in real-time
• Channel demand for one ?knowledgeable entity? for them to deal with; for buying, requesting information and accessing the company's services
• Aggressive growth objectives
• Globalization and distributed workforce.

Solution Deployed

• Built one centralized sales support center
• Recruited and trained multi-lingual agents in 2 months
• Invested time contacting and building relationship with resellers
• Resellers information captured and profiled
• Sales opportunities tracked and followed up.

Benefits & Value Adds

• Channel reach increased from 5% of resellers to 45% of resellers in every APAC country
• Sales contribution from the covered segment increased by 30% in the first quarter of operations
• Total team size is being doubled to handle the additional business.