The Right Product Education Enables Partners to Be More Effective

Managed Print Services Connect (Oct 1 2012) Resellers

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   The Right Product Education Enables Partners to Be More Effective

   Barr EOM

   By Pate Cantrell

   In this article, I will continue exploring the new partner initiatives that Barr Systems has introduced concurrent with the release of Barr EOM version 3.0.  While some of what I am writing may appear to be “just” common sense, the field research we conducted with our partners clearly indicated to us that basic “blocking and tackling” – providing the correct level and frequency of solution education to our partners – is imperative if we are to succeed together on behalf of our customers.

   Barr EOM is a single platform solution that scales from managing two multifunction devices all the way through managing distributed mainframe production output, as well as everything in between.  Barr EOM has the ability to connect to every device, and it is the only product available in the office environment that uses business rules to control and track how each document is handled.   However, for a sales rep in the field, the sheer scope of Barr EOM can be overwhelming. 

   Our partners’ sales reps are seeking viable solutions on behalf of their customers, and they are knowledgeable about the problems that their customers face.  However, they are not necessarily conversant in all the combinations of modules and features in Barr EOM that would help them determine whether Barr EOM is a great fit for a particular customer.   By providing education focused primarily on helping sales reps qualify prospects – which scenarios, use cases, and combination opportunities that are a good fit – Barr’s partner team will help them become more effective.

   In addition, providing the right level of education for the sales reps will make it easier for their solution consultants, upon whom these sales reps rely for technical advice and support, to be more effective as well.  Most of the solution consultants have no problems understanding the capabilities and applicability of Barr EOM at their customers and prospects.  They appreciate that Barr EOM is a single solution that is feature rich and provides many benefits. 

   The education challenge for the Barr Systems team is to provide background and context to the solution consultants so they can quickly configure the right solutions for their prospects and customers.   This collaboration ensures that a sales rep can place a proposal into the hands of the decision makers and will be confident that it is the correct solution to resolve their customer’s issues.

   Do your current partners and suppliers really know the solutions they recommend?  Does Barr Systems’ renewed focus on providing frequent, targeted partner education resonate with you?   Speak2Me here >>>

    

   Pate Cantrell

   Vice President of Sales and Marketing

   Barr Systems

   +1-352-491-3100 x 119

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