Equipping our people, partners and vendors with relevant internal and third-party data has made it much simpler for our partners to strike up fruitful conversations. We spoke to Rob Froese, Director of Technology Strategy and Solutions at Westcon-Comstor, about how the right information and insights can make all the difference to our partners’ growth and success.
How do you help deliver the best results for our partners?
I work within the data and analytics team to ensure that product data is always as technically accurate as possible. One of my main responsibilities is running a global programme called Intelligent Demand (iD), which has two core objectives.
Firstly, it provides our sales teams and partners with data-qualified prospects that they can efficiently target. This allows our sales teams and partners to find the most receptive targets to pursue.
The second objective is to leverage our third-party data sources to fully prepare our sales teams for targeted conversations with our channel partners and their end customers.
How is Intelligent Demand creating value for our people, partners, and vendors?
It allows us to quickly sift through all the potential end customers for each campaign and share only the best quality prospects for our partners to act on. By filtering and finding information for these leads, we ensure our people, partners and vendors can preserve their valuable time and resources by only chasing opportunities with real potential.
Can you share any examples of where we’ve created true value for our partners?