| • |
CSD collaborated with the client to develop an ideal partner
profile (IPP) to guide the intelligence gathering and recruitment
segments of the program. |
| • |
From a database of 3,000 existing resellers, CSD implemented
a contact discovery campaign to profile the account and determine
the resellers’ level of activity with the client’s
products. |
| • |
Active resellers, which numbered about 1,000, were interviewed
to ascertain their chief concerns, as well as which initiatives
which would induce them to sell more of the vendor’s products.
|
| • |
Inactive resellers were evaluated to establish the reason
for their inactivity. After assessing the cause of the inactivity
and promoting the value of the client’s products, CSD
converted 500 inactive resellers back into the “active”
category. |
| • |
Unconverted “inactives” were scrubbed from the
database and the list was pared down to 1,500 highly qualified
resellers that met the client’s IPP. |
| • |
Using a second database of 50,000 contacts (based upon the
vendor’s IPP), CSD qualified and recruited a multitude
of new resellers and created the customer base to which the
vendor would sell. |
