Recognizing that there are opportunities to increase its market share with a well-developed reseller network, ROI Systems has set its sights on expanding its business partner program. Most recently, on May 7, 2003, ROI Systems announced the successful results of its 2002 business partner expansion program, given 20% of 2002 new client sales were initiated by ROI Systems' business partners, many of whom had been in the program for only a few months. The company reportedly grew its partner base from 7 to 51 during the year.
Early in 2002, ROI Systems launched an innovative, resource-sharing program that should enable new partners to become productive very quickly. The program, which has no upfront cost, offers a quick ramp-up for new partners by utilizing existing ROI Systems' resources to fill critical roles as partners learn the capabilities of the application. The program partners resellers with ROI's sales and support teams, and provides order referrals, marketing, and training. With results such as one channel partner securing five new accounts in its first seven months as an ROI business partner, the program is apparently proving successful for both the business partners and ROI Systems.
The ROI Business Partner program commits ROI resources to fill critical roles while resellers are learning how to clearly present MANAGE 2000 capabilities to solve each prospective user's issues. Until the new business partner is fully prepared to manage the sales cycle independently, knowledgeable ROI sales and presales experts demonstrate and explain the system. The vendor points out that, while its competitors continue to promote their channel partner programs that are similar to ROI's former partner program, the new model is proving to be far more successful because it eliminates risk for the channel partner and for the clients signed by the channel partner. Namely, ROI Systems' experienced team of implementers and business process improvement experts complete the entire implementation and provide ongoing service for all business partner clients, rather than simply assisting new partners for a short period of time as is the case with most partner programs. This, combined with ROI's assistance in the sales cycle, should ensure business partners' quick success as well as fast and lasting return on investment (ROI) for the client.
As for the strategic product alliances, late in 2002, HighJump Software, the provider of adaptable, extended supply chain execution (SCE) solutions (see HighJump Grows in a Period of Low Growth Through Adaptable, Broad Function Products; Part Three: Highjump SCE Solutions), and ROI Systems announced a reseller agreement that will enable ROI to offer HighJump's applications to the ROI install base. Under the new agreement, the two companies will develop an advanced execution system that should empower ROI customers to extend the functionality of their current solutions with easily configurable applications for intelligent data collection processes. This potentially powerful combination might eventually yield bottom-line benefits for ROI customers, such as improved data timeliness, increased accuracy and lower costs.
Early in 2002, ROI Systems launched an innovative, resource-sharing program that should enable new partners to become productive very quickly. The program, which has no upfront cost, offers a quick ramp-up for new partners by utilizing existing ROI Systems' resources to fill critical roles as partners learn the capabilities of the application. The program partners resellers with ROI's sales and support teams, and provides order referrals, marketing, and training. With results such as one channel partner securing five new accounts in its first seven months as an ROI business partner, the program is apparently proving successful for both the business partners and ROI Systems.
The ROI Business Partner program commits ROI resources to fill critical roles while resellers are learning how to clearly present MANAGE 2000 capabilities to solve each prospective user's issues. Until the new business partner is fully prepared to manage the sales cycle independently, knowledgeable ROI sales and presales experts demonstrate and explain the system. The vendor points out that, while its competitors continue to promote their channel partner programs that are similar to ROI's former partner program, the new model is proving to be far more successful because it eliminates risk for the channel partner and for the clients signed by the channel partner. Namely, ROI Systems' experienced team of implementers and business process improvement experts complete the entire implementation and provide ongoing service for all business partner clients, rather than simply assisting new partners for a short period of time as is the case with most partner programs. This, combined with ROI's assistance in the sales cycle, should ensure business partners' quick success as well as fast and lasting return on investment (ROI) for the client.
As for the strategic product alliances, late in 2002, HighJump Software, the provider of adaptable, extended supply chain execution (SCE) solutions (see HighJump Grows in a Period of Low Growth Through Adaptable, Broad Function Products; Part Three: Highjump SCE Solutions), and ROI Systems announced a reseller agreement that will enable ROI to offer HighJump's applications to the ROI install base. Under the new agreement, the two companies will develop an advanced execution system that should empower ROI customers to extend the functionality of their current solutions with easily configurable applications for intelligent data collection processes. This potentially powerful combination might eventually yield bottom-line benefits for ROI customers, such as improved data timeliness, increased accuracy and lower costs.
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