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Allocating the right partners to the right business opportunities is one of the most significant challenges when managing a Channel with tens of thousands of partners. It is imperative to get this right when our partner coverage extends to a broad portfolio of products and services. To stay ahead of competitive pressures, it’s no longer about allocating an opportunity to an incumbent partner. It’s about understanding who the right partner is based on their performance and potential. Foster MacCallum’s Partner Assessment Service segments our partners in a number of ways: by skillset, ability to deal with that particular customer’s needs based on industry knowledge, historical performance, experience with customers of a similar profile, their technology experience that complements our organization and finally, the partner’s proximity to the end user. Having worked with Foster MacCallum’s team for several years, we have benefitted from close collaboration. They have helped us win business faster and increase conversion rates. Since adopting the Partner Assessment Service, we have seen more than a 50% improvement in Prospect-to-Close ratio and our Partner Managers’ relationships are stronger.
We have been assisted by Foster MacCallum for the expansion of our Channel Partner Network across Europe Middle-East & Africa. During the course of the campaign, we have appreciated the professionalism of the team and the systemic approach based on the Ideal Partner Profile. This helped us to target, market by market, our preferred partner’s profile, and to address the right candidates. The global methodology associated with a local presence in most of our target regions has created a great momentum for the development of our Channel Network.
When ACL decided to change the sales model in the UK & Ireland from a Direct Sales model to a Indirect Sales model Foster MacCallum proved to be the ideal partner. FM's expertise and focus on channel partner recruitment coupled with stringent and robust methodology allowed us to achieve our partner recruitment objectives in optimal time.