For decades now, technology companies have used channel partners as a way to scale their sales organization and extend their reach. Companies work hard to recruit the right partners who specialize in services that will yield the best results and get them into their programs. But then what? How do you ensure your solution stays top of mind with them? How do you make sure your partners have the right content and messaging to effectively sell your brand? And most importantly, how do you let their prospects and customers experience your solution firsthand without overwhelming your presales team with demo requests and customer site visits?
You can solve these problems with intelligent demo automation. As companies try to find efficient growth opportunities without adding new resources, tapping presales resources is one way to make an impact in the reseller channel. And using intelligent demo automation ensures you scale your presales teams without overburdening them with additional competing priorities like customizing solutions, consultative calls, and building trust with customers. Companies who include their channel partners in their intelligent demo automation strategy experience three key benefits:
Channel partners are always looking for ways to add value to their customers. Whether they are helping customers move from on-premise solutions to the Cloud, providing managed services, integrating complex systems, or acting as a support line, their livelihood depends on their ability to keep their customers coming back to them.
Giving your channel partners access to demos that address key buyer stages helps them add these services and increase deal sizes by giving them opportunities to increase the scope and influence of your footprint on their deals. As partners access these demos, they will find new ways to expand your influence and traction with end users by sharing other use cases for your solution.
For example, if your software integrates with their client’s CRM, learning management software, or other key programs in the end user tech stack, you can help your partners add integration services to their deals by giving them access to FAQ Demos on the various ways your solution integrates with other tools.
Best Practice: Use a clear naming convention for the folders in your demo library that resellers will be accessing. Have your Vision, Micro, Qualifying, FAQ, and other demos marked so your partners know which demos should be shared for the situations they will encounter while helping end users buy your software.