**Editor’s Note: Click here for a list of November’s important channel-program changes you should know.**
Zilliant, the Austin, Texas-based software-as-a-service (SaaS) provider, is introducing a new channel program.
The company, which is currently in talks with potential partners, sells to B2B companies in industrial manufacturing, distribution and services verticals.
“So there’s, as you might imagine, a lot of complexity in terms of commercial decisions, such as where the sales teams should focus, which customers they should talk to, what products they should talk to them about and then, of course, what prices they should quote,” said Lindsay Duran, Zilliant’s marketing director.
Zilliant helps clients answer customer and product questions through its SalesMax application, which members of the channel program will sell.
Steve Hale, the company’s recently announced vice president of worldwide channel sales, said the SaaS-based shift of Zilliant’s market space bodes very well for his young program.
“It’s just in a perfect situation to build out a channel ecosystem in a very select, elite partner kind of way,” he said.
Hale said Zilliant is looking for an elite selection of systems-integrator consulting partners with the following requisites: consulting and integration capabilities, an understanding of the cloud and proficiency in CRM.
Hale said the company has been in constant discussion with potential partners. Many of Zilliant’s target partners already are well aligned with the company’s customer engagement, he said.
“If we’re really aware of where our customers are and we’re aware of those integration partners that are also in there, we want to go build partnerships with them,” he said.
Hale previously worked in consulting at Bridge Partners and has led channel programs at Sophos, Novell and F5 Networks. He served in the US Partner Enterprise Group at Microsoft; he worked for the software giant for 17 years.
The slogan he puts forward for Zilliant’s new channel program: “Find, sell and deliver.”
Building on the “deliver” line, he said implementation and delivery will be a key focus.
“Our aspiration is to have our partners be as good as our own sales and delivery people,” he said.
Hale said he’s still working to finalize the program architecture and partner qualifications, but he said the program will be “pragmatic, simple and thorough.”
“We are going to build a profitable program that’s going to compensate partners to help us find, sell and deliver solutions and create great customer satisfaction on CRM platforms,” he said.
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