Live Session with a special guest, Paul Montwill Owner/CEO of Magico.
Paul talks about his journey in starting to work with resellers from initial plans to achieving greater clarity and confidence in engaging new referral and reseller partners.
As a software product company, of any size, when you’re starting to work with resellers there are so many areas that you might not even know exist, which can make or break a sales channel agreement.
This case study session outlines steps Paul took with ABCommerce to create their partner recruitment plans.
Target Audience:
This session is for leaders or business development professionals in software product companies who are considering or starting to work with sales partners.
Paul and Donagh discuss reseller concerns, such as:
- What are the typical reseller and referral partner commissions?
- How to structure reseller partner agreements?
- What sales targets should they set for partners?
- How many deals per year should they expect from reseller/implementer partner companies?
- How do they compete with the larger competitors' solutions within partner companies?
- What might their sales revenues be through partners over the first three years?
Paul also shares openly a behind-the-scenes look at the process Paul and his team went through over two months to address their key concerns and create their partner recruitment plan. He will reveal key challenges of their initial meetings with partners and their solution-oriented approach.
You will learn:
- The steps in getting ready to sell your software with Value Added Reseller or Referral Partners
- The detail you need in your Target Partners Profiles, for Partner Search and Qualification
- The structure for Evaluating Partners
- A Partner Engagement Process to make your discussions more efficient and effective
- The typical mistakes, challenges and time wasters in seeking to work with resellers
The process Paul's team followed, was developed by Tenego as a result of over ten years of delivering sales channel development services to small and large software companies, in starting and growing in international sales channels.
For Paul and his team, the most important outcomes at the end of the two months were that:
- They were now confident in talking to potential resellers
- They had all the relevant materials needed, and
- The team had a new mindset required to work with resellers
This session is for leaders or business development professionals in software product companies who are considering or starting to work with sales partners.
| Owner of Magico, one of Ireland’s top eCommerce Implementors www.magico.com – over 300 websites implemented in 20 years including many of Ireland's top online retailers. Owner of AB Commerce, a high-end eCommerce platform provider based in Ireland – www.abcommerce.com 20 years experience in eCommerce formerly a manager with Accenture graduate from University College Dublin, BComm and MMSc https://www.linkedin.com/in/paul-montwill-73903814/ | |
 Donagh Kiernan Founder & CEO of Tenego | Donagh formed Tenego Partnering in 2003 to focus on driving sales growth within technology companies. This focus draws on Donagh's expertise in defining, selling and delivering technology solutions, and builds on over 30 years of technology development, sales and business ownership, investment and management. With the recent launch of Tenego Academy, Donagh is actively seeking to address the needs of companies starting and growing their sales channels. https://www.linkedin.com/in/donaghkiernan/ |