Leads represent a prospect's interest in your product. Why wouldn't you consider them the front-end of an opportunity pipeline leading to revenue? And why are leads typically managed so poorly—especially between vendors and their indirect channel partners? The problems are simple in principle: How do you get the leads to the right person as quickly as possible for follow-up? How do you contact the prospect immediately and get them into the buying process as quickly as possible? How can you be sure that your channel is fully engaged and following up on all the leads? Bottom line: How do you seize the opportunity?

The answer is to give partners control of their success. Rather than only pushing leads to partners that may lack bandwidth or interest, BLUEROADS Lead Manager lets motivated and available partners pull leads for active follow-up. Our best practice methodology combines lead assignment with pull capabilities to ensure prospects are contacted before their interest cools. And by allowing partners to participate in lead selection, you accelerate sales conversion and revenue generation.

Benefits:

• Leverage partners to accelerate revenue generation
• Increase contact, feedback, and closure rates
• Know what is happening with all your channel opportunities
• Identify and cultivate high performance salespeople
• Deliver sales and product tips to reduce opportunity cycles
• Build trust between vendor and partner

Lead Referrals Management

It is very common for resellers to uncover opportunities they themselves cannot – or will not – respond to. Perhaps they don't provide a suitable solution (e.g., a networking VAR becomes aware of a telecommunication opportunity, but does not have the necessary skill set to take ownership of the lead), or perhaps they are just too busy pursuing other deals.

In these instances, the best situation for everyone is for the identifying partner to refer the opportunity back to the vendor who will in turn assign it to the best reseller for the job. By aligning introducing these partners to a referral program that compensates them for their insight and influence, vendors can create a tremendous new stream of incremental opportunities – and often identify these prospects before traditional marketing programs would reach them. This situation ultimately results in the identification of more sales opportunities, drives down customer acquisition costs, and rewards partners for their engagement and contribution.

To ensure referral partner success, BLUEROADS referral management solutions allow the creation of vendor programs that:

• Make it easy for referral partners to submit opportunities
• Allow vendors the ability to review and approve any submission and quickly route the referred opportunity to a suitable reseller
• Provide vendors a means to effectively track referrals and pay compensation based on established policies (such as paying the referring partner when a deal closes or reaches an identified stage in the sales cycle)
• Ensure the referring partner has confidence and trust in the vendor to compensate them for their contribution

Campaign Performance Manager

You invested money in marketing programs—but was it effective? Lead programs are well-intentioned efforts to create new business, yet there is almost no lead visibility once the campaign is complete. How do you ensure the right lead gets to the right partner while the prospect interest is still hot? BLUEROADS 6 makes lead management more transparent. By clearly understanding what is happening to a lead at each stage of conversion, it is easy to see which programs are the most effective.

Benefits:

• Clearly understand how individual marketing programs are performing
• Track every opportunity as it moves through stages in the lead to opportunity funnel
• Seamlessly integrate call centers with partners for lead follow-up
• Efficiently track leads from inception to closure
• Achieve true ROI with POS and marketing integration and matchback