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AllianceTrakker Go-To-Market Packages
“Packaged” Programs Target Key Aspects of Driving New Business Westport, CT (June 23, 2005) – FollowUp Networks’ AllianceTrakker has developed a “packaged” alliance initiative program that makes it easy for alliance professionals to cover the most important aspects of going to market with partners. In a single, fully supported and easy-to-implement program, AllianceTrakker will provide:
“In today’s hyper-competitive world the biggest waste of time and money is tossing out sales initiatives without a laser-like focus on the exact accounts you are targeting and have an effective way to reach out to the specific sales reps – across both partners – whom you expect to sell into the target accounts,” says Ward Doonan, Managing Partner of FollowUp Networks’ AllianceTrakker program. “You can double the effectiveness of sales initiatives between partners if you create and analyze a precise, cross-partner map of the target accounts and the joint sales coverage. The gaps in the partnership sales coverage is often 50%, which means you can double the number of joint accounts between the partners by assigning sales reps to cover those gaps. You then use the AllianceTrakker communication tools to go-to-market, and you keep going to market until every target account has been contacted by every sales rep. Success for today’s partner initiatives requires knowing the exact marketplace and rep coverage and reaching out to them with focused communications on specific solutions.”
AllianceTrakker modules have been successfully used for industry verticals, installed-base customer targets and geographic areas. They enable a manager to “map” a target account universe with sales coverage across partners, “align” sales teams to increase joint sales coverage, and go-to-market with communications targeted at just the reps that cover the target accounts. No other PRM, CRM, SFA or marketing package does this. About FollowUp Networks FollowUp Network’s AllianceTrakker is an enterprise-level service that maps and aligns sales teams across partners or business units, enabling them to locate and communicate with other salespeople who cover their same accounts and who can drive new business. AllianceTrakker is not a CRM or PRM tool, which are useful once a sales cycle is started. Instead AllianceTrakker ensures that salespeople find new business partners and opportunities, while enabling managers to see the blind spots in their relationships. |
