Texas Instruments (B2B) Sales Development - Identify & Recruit

Client Brief

Having developed DLP Projector Technology, Texas Instruments (TI) looked to support those vendors incorporating the DLP Chip Set in their own manufactured products.
 
Recognising that the B2B markets delivered the greatest opportunity for sales and increasing market share TI wanted to identify, message and support key AV resellers in the UK. Targeted B2B / ProAV resellers included those working in the education, corporate, SME and government sectors.

Having already delivered for TI in the retail sector and recognising their proven record in the B2B channel RPC were tasked with promoting and developing sales of TI / DLP technology amongst targeted resellers.

A selected DLP team acted as a focal point to deliver specialist training and education for the B2B market, to account support and message on all aspects of DLP technology.

Activity

Identify & Recruit: RPC began the process by identifying ‘suitable’ ProAV resellers from its own extensive UK Reseller Database.

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

Those Resellers with the best potential were then site visited. During the meetings, RPC sales developers would undertake a thorough and detailed business survey. They would also provide an overview of DLP technology, proposition, details of the Partner Programme and product range training. The ultimate aim was to secure a commitment from the best resellers to engage and promote DLP technology more proactively going forward.

Manage

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

Outcome

Specialist ProAV resellers were recruited and actively managed for six months. Sales of DLP technology increased significantly in all cases.

Client Overview

Texas Instruments designs and manufactures analogue, digital signal processing and DLP® chip technologies that help customers develop products that matter. TI technology powers new ideas and inspires better solutions.