Case Study: KIC
Partner Enablement Creates a True Partnership with Resellers and Dealers
Highlights
- 80% improvement in product knowledge and sales competency.
- More than 55% improvement in reseller awareness.
- Achieved a record sales year.
“By introducing Veelo to our resellers, we established KIC as an innovative supplier and a partner in their success. We’ve reached record sales this year faster than expected, and we’re raising the bar.”
Neil McIrvin
Vice President
KIC
The Challenge
KIC’s greatest challenge: partner enablement at scale. They needed to educate their vase network of resellers and maintain a top-of-mind presence. These resllers sold hundreds of other products from multiple companies, so education and training were key.
In the past, partner enablement was carried out through in-person trainings and conference events. These methods were expensive, and were ineffective in producing sales results. Attendees soon forgot the information. KIC needed a solution to spark interest in their resellers and increase sales across additional product lines.
The Results
KIC’s new ability to deliver real-time information and push out product updates is a dramatic improvement over in-person trainings. Partner enablement strategies allow them to improve product knowledge and sales competency among dealers by 80%. Reseller awareness increased more than 55%, leading to more effective differentiation.
“Our products can have several iterations, which means it’s imperative we deliver just-in-time product updates to our dealers so they know exactly what they’re selling. The knowledge, confidence in, and consistent messaging of KIC products have improved dramatically, and Veelo has been instrumental—we can already see the ROI and so can our partners,” said Neil McIrvin, Vice President of KIC.
By raising the bar for their salespeople and arming them with specific product knowledge and sales skills, KIC gained a reputation as an innovative supplier who put the success of their dealers and resellers first. The result: increased loyalty and more sales success for their partners—and ultimately, for KIC.
