5 Secrets of Extremely Productive Kollective Partner Sales Executives

by May 15, 2019CMMA Blog, Community0 comments

Kollective is a partner first organisation that relies on a strong partner ecosystem, working towards the same collective goals. Each partner within our Partner ecosystem has unique strengths and different value adds for Kollective opportunities within enterprise organisations. Our Kollective Partners are our differentiators.

I started my professional career working for one of our resellers, so I can appreciate challenges in the field and have noted what it takes to be successful. In addition, I have worked with some successful Partner Sales professionals in my time at Kollective, so I thought I would share some of the top secrets from the highest performing Partner Sales Executives. Those who have followed these steps have had great success selling Kollective, and ultimately supported their customer’s digital transformation while giving them a great user experience.

Be Educated

Partner enablement is a huge focus of ours for 2019. We believe it is important to enable you with the right tools and knowledge to be successful in what you do. We’re going to help you capture new opportunities and grow profitably through evolving go-to-market strategies – learn from our customer stories and use our fantastic customer use cases to help inspire your customers. We host regular product update webinars with our product team – keeping you up to date with our latest technology developments. The opportunity is out there, here is your chance to own it.

Keep Connected with Kollective

Kollective has a global channel team. We are here to support you day to day, with all things Kollective. Keeping connected with us will help you stay in the loop with regards to RFPs our internal sales team may be working on. Each region globally has their own dedicated Sales Director, who is purely focused on working new Kollective opportunities. While initial conversations with potential customer may be direct, each sales director follows the Kollective Channel First approach, and are always looking to use our partner ecosystem to fulfill and support the opportunity. This gives customers the best solution to fit their needs along with incredible support.

Register your Deal

Think your customer could benefit from Kollective? Make sure you register the deal early. By doing this you will be assigned to one of our Sales Directors and Pre-Sales Consultants who will help build out the opportunity – supporting you on meetings, pricing, network readiness tests and trials all the way to closure.

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Leverage Our Account Intelligence

Kollective was founded in 2000, and we have been delivering enterprise video for over 15 years. I’m sure you can imagine during that time we have engaged with a lot of enterprise organisations, to see if we can help in anyway. We have a dedicated Inside Sales team, who are focused on speaking to potential customers who may have a challenge around content delivery. By working with the Kollective Channel team we provide you with intelligence on your accounts or targets where possible, providing you with better insights on where Kollective could support your customers.

Align Jointly with our technology alliance partners

Kollective is truly agnostic with multiple front-end integrations , giving our customers variety and the best user experience when using their favourite video and content platforms. Our product integrations are continuously growing and being developed. We firmly believe we are better together. That is also true for our partners, it is equally important to be aligned with your front-end technology partners, whether that is Microsoft Teams, West Studio, Qumu, ON24, etc. That is how we truly build out an end to end strategy for digital transformation.

In conclusion we are extremely lucky to work with such talented sales professionals within our partner’s organisations. Bill Gates said, “Our (Microsoft) success has really been based on partnerships from the very beginning” and this is the same for Kollective. We see true value in our partnerships that’s why we work closely with our partners to ensure that together, we deliver our customers the very best solutions and services.

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