Category: Sales

Get the most out of channel partner sales.

Sell to Your Customers Forever with Recurring Revenue Strategies

Get the most out of channel partner sales.One of the greatest advances in sales is the concept of subscription selling. While this was huge for publications, only recently has it been applied to other markets. From snacks to toiletries and beyond, the notion of getting a customer to pay monthly for a recurring shipment of goods is catching on, effectively allowing businesses to sell to their customers forever. In the channel, meanwhile, subscription sales allow technology-related firms to do the exact same thing.

Channel partner sales that include recurring revenue strategies offer distinct advantages over normal selling.

Added credibility. By being the one a company turns to for technological advice, you put yourself in a prime position to offer new solutions to address current problems, often available on a subscription basis. As Sean Tario, VP of MicroCorp Cloud Elements division, put it, partners often don’t know what options are out there, or they can’t sort their way through the acronyms involved. A partner who can, therefore, becomes prized. And a  prized partner has a leeway he or she likely didn’t have before, especially when it comes to recommending new technology options.

Head off obsolescence. These days, technology is “auto-catalytic.” That means it provides the fuel necessary to evolve into its next state. It provides its own catalyst for growth and change. So effectively, by the time you learn enough about one technology to sell it, the learning is already moot; the technology has changed. Stay in-the-know about evolving technologies through your partner ecosystem and advance your sales.

Monetize your own services. Subscription sales with sticky customers mean sales that happen over and over again. There’s no need for prospecting or the like; the sales largely just happen thanks to the customer’s dependence on the partner, and the partner’s ability to keep up with customer demand. By monetizing your own services, you continue to create more opportunity for yourself.

Expanded revenue potential. Recurring sales are great, but now, you’ve got new opportunities to make sales that weren’t there before. Your partner ecosystem can help you learn about new technologies, migrate from old ones, and develop the knowledge to go back to old clients and see if there are gaps that can be filled in.

When You Need Help Setting Up Recurring Revenue Opportunities

Setting up channel partner sales that are recurring requires you to have the right mix of things to offer. If you don’t already have these in your stable, or you’re looking for some added diversity in the lineup, drop us a line at MicroCorp. We help partners sell a wide range of technologies, covering unified communications and software-defined wide-area networking (SD-WAN) among others that help you offer up the perfect package for recurring sales.

Partners looking to improves sales in 2018 should consider the elements of digital transformation and what customers will need.

Selling for Digital Transformation: What You Should Know

Knowledge is power in most any sales environment you care to name. Knowing about the product or service, how it relates to the market, and what objections might come into play are all vital to producing sales. Digital transformation is no different, and knowing the right things about this market could mean the difference between a successful sales force and a flock of professional visitors.

What Should I Know About Digital Transformation?

Digital transformation is a complex concept, but one with several critical elements to keep in mind.

One size fits one, usually. Digital transformation, the process of bringing digital technology into all areas of any one business, has a common definition, but an uncommon execution. While some firms will have similar experiences, there will generally be differences in every installation.

This is a survival issue. A business that’s been engaging in digital transformation over the long term is perhaps more accurately engaging in “evolution.” A “transformation” is commonly a more sudden process requiring faster action.

Customers expect it. Customer expectations have only increased in recent years, and many of those expectations revolve around digital offerings. From chat functions to mobile payments to social media operations and beyond, customers are increasingly demanding digital connections to their businesses of choice.

What Objections are Likely to Come up about Digital Transformation?

It’s expensive. A digital transformation in the truest sense can have some sticker shock to come with it, depending on what technologies need upgrades or implementation. Address that by pointing out what the competition’s doing, and what customers expect. It could cost more in the long run to save money today.

The culture will resist. Digital transformation can be a problem if the corporate culture hasn’t evolved with it. Employees and executives alike can resist new ways of doing things, either by questioning the amount of work it will generate or the level of difficulty it will add to current operations. Cultural evolution commonly takes more concerted effort, but the objection of culture can be addressed by pointing to the bottom line, or by offering training programs to help bring the new users up to speed.

How Do I Build the Best Sales Effort around Digital Transformation?

Knowing about digital transformation — and the likely objections to follow — is a great start. Now you need the right products and services to sell in that vein, and to get there, turn to us at MicroCorp. We’re a master agent with over 30 years’ experience, and we’re well-positioned to help you address the rapidly-changing demands of technology fields. Digital transformation is no exception, and getting in touch with us is the first step toward preparing you to succeed in this growing market.