The reporting we receive from Retail Profiling is imperative to our business planning and enables us to work closer with retail to ensure continued success.

Joanna Kemp, Supplier Relations Manager

B2B - DLink B2B - McAfee B2B - Texas Instruments B2B - Western Digital Retail - Intel Benelux Retail - Kaspersky Retail - Nuance Retail - Western Digital Retail - XMA

DLink (B2B) Sales Development - Identify, Recruit & Manage

Client Brief

With the retail aspect of their UK operation in place, D-Link looked to gain new partners, incremental sales and market share in the B2B channel. To achieve this they wanted to develop new B2B networking partners who could offer future sales growth potential.

Recognising that RPC had specialist knowledge, skills and expertise in the reseller channel they decided to go-ahead and
partner up. The RPC solution proved cost-effective, focussed, yet flexible enough to complement D-Links existing strategies and resources in the B2B channel.

Activity

Identify & Recruit

RPC began the process by identifying ‘suitable’ Resellers from its own extensive UK Reseller database. These Resellers were cross checked against existing D-Link partners and graded as to their D-Link potential.

A thorough tele-contacting survey was then carried out by the RPC Reseller team. This included delivering key sales and marketing messages regarding D-Link technology, brand and product range but most importantly provided a ‘sanity check’ to evaluate the level of sales opportunity.

Site meetings were then conducted for those resellers identified as having the greatest potential for D-link. During the meetings, RPC sales developers would undertake a thorough and detailed business survey. They would also provide an overview of the D-Link brand, proposition, details of the Partner Programme and product range training. The ultimate aim was to secure a commitment from those resellers with the best potential to deliver D-link sales going forward.

Manage

To maintain the new engagement and impetus created through telecontacting and site meetings, RPC delivered account
management of the Resellers through both remote and on-site support.

Outcome

RPC interrogated / cleaned up D-Link partner database to identify - genuine ’hot’ prospects, those with the capability to sell D-Link and those who should be removed from listings.

RPC identified, trained and account managed 10 NEW D-Link resellers.

Client Overview

D-Link is an award-winning designer, developer and manufacturer of networking solutions. The company is committed to innovation, technology excellence and quality
production.