showpad and eloy water: activating indirect sales channels to scale growth
TRANSCRIPT
Introduction!
Will Applebee!Customer Success!
Speaker Moderator
Pierre Bemelmans!Marketing Director!
• Via #partnerenablement!!• Please submit your questions via the Q&A
webinar panel!
• Recording will be provided after the session!
3!
How to engage?!
Goal of this webinar!
• Provide insights on how a sales enablement platform is crucial in building a scalable reseller network.!
• How to enable your channels to deliver supreme customer experience!
• How to distribute your marketing and sales collateral efficiently in a branded environment!
About Eloy Water!
About Eloy Water!
• Development and commercial distribution of residential and industrial wastewater treatment solutions!
!= Best Product + Best Installation + Best Maintenance!
• Proximity and availability is core to our strategy!
• Eloy Water is a member of the Eloy Group!!• Active in 25 countries via 6 subsidiaries, and a network of
exclusive and specialised distributors!
• Fast growth recognized by Trends Gazelles 2015!
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Indirect sales channels!Eloy Water!
Eloy Water!Group!
Eloy Water!Subsidiaries!
Dealerships !or!
Exclusive distributors!
!
Construction companies!
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End users!
Way of working before Showpad!
• Typical Paper Sales Binder tools!
• Out-dated catalogues!
• Updates through e-mails & USB sticks!
Business challenges!
• Make sure that technical and commercial materials are up-to-date and available to everyone!
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Correct dimensions are critical
Business challenges!
• Align dealer’s sales force in terms of sales arguments and material!
• Physical meeting with indirect sales force (<1x/year) reduces go-to-market speed!!
• Printing & distribution of new catalogues is too slow for our fast innovation process.!
• Harmonize corporate identity and increase brand awareness!
Buying criteria!
• Intuitive and easy to use (even for non-digital natives)!!• Multi-platform and multi devices support!
• Corporate branding of the app!
• Easy set-up and roll out of the platform with small marketing team!
• Some flexibility (within a continuously evolving platform)!
• Reasonable price model!Jean-René Catin (84)
Up to date info!
Platform usage !
Video = top content
Evolution!
• From only one test market (France) to global roll out (Belgium, New-Zealand, Caribbean, New-Caledonia, Australia)!
• Leader boards on content usage insights reshaped our content creation strategy!
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Outcomes for Eloy Water!
• Shortening time spent preparing for meetings!
• Quickly locate up-to-date content!
• Sales reps are seen as experts as they can instantly provide the right answer!
!• More natural conversations!
• Greater success in closing deals!
• Gain visibility on content usage on a global basis!
• Showpad gives control and messaging and branding of the indirect sales force!
• Harmonisation of the brand in the dealerships with the identity of Eloy Water!
• Investment in branding during 2 years resulted in re-established market leadership (mature market with 46 competitors)!
FOR SALES FOR MARKETING
Showpad solution - key success factors!
• Buy-in from users!• Demonstrate added-value (internally)!• Internal project manager for activation and
training!• Start with pilots, and welcome newcomers!• Empower users!• Sharing of best practice!• Tips & tricks!
• A lot of flexibility inside a generic platform (channels/branding/divisions)!
• Division – Own dealer content administered by dealership!
• Statistics on user rate (daily unique users)!• New functionalities!
ELOY WATER SHOWPAD
Next steps!
• Eloy Water customers like short and easy to consume video (now also in 3D for installation)!
• Shift to content that is focussed on sales interactions (ROI calculators)!
• Further expansion from installation network to maintenance!
Eloy Water!Group!
Eloy Water!Subsidiaries!
Dealerships !or!
Exclusive distributors!
!
Construction companies!
!
End user!
Thank you!!
Any questions?!