Western Digital (B2B) Sales Development - Identify & Recruit

Client Brief

Looking to increase the sales and market share of its storage products within the UK B2B Channel, Western Digital (WD) focussed on the recruitment of NEW Reseller partners.

With internal head count fully utilised managing and developing existing reseller partners, WD looked for external support to help identify, message and ultimately recruit new partners.

The RPC solution proved cost-effective, focussed and complemented WDs existing strategies in the B2B channel.

Activity

Based on WD’s reseller profile and account management resources it was agreed to target and recruit 50 new resellers from the RPC Reseller Database.

With a selection criteria agreed, resellers were profiled, filtered and targeted. Many of these resellers were selling other HDD products.

Following that initial filter, those of greatest interest to WD received a detailed vendor specific call to establish interest and potential for WD.

The best tiered prospects then received an introductory site visit. During this meeting our Regional Sales Developers engaged with the resellers (as a direct representative of WD) giving an overview of the WD brand, proposition, details of the Partner Programme and full product training.

In effect the visiting RSD acts as a final sanity check to qualify the key question – “does the reseller have the scale and customer profile to warrant sales development and support?”.

Outcome

RPC delivered 50 New Reseller partners to WD for them to manage and develop with their internal resource.

An added benefit  was  the WD message was delivered to many other channel partners.

Client Overview

Western Digital is a data storage pioneer and a long-time leader in the hard drive industry, manufacturing hard drives since 1988.stry, manufacturing hard drives since 1988.