SymVolli Commitments
General
Channel Manager - will be allocated to each Partner to work closely with them and be responsible for the following:
- Partner Management and Account Coordination
- Support in the definition and execution of the joint Business Plan
- Agreement of the quarterly joint sales and marketing activity programmes
- Review the use of SymVolli as common management infrastructure and data such as pipeline forecasts
- Provision sales support if required to enhance the Channel Partners ability to increase sales of SymVolli suite
- Organisation and coordination of joint customer meetings
- Identification of new business opportunities with the Channel Partner sales team
- Manage Lead allocation
- Access to SymVolli Partner Portal
- Link and Profile on the SymVolli online web site
- Collateral for the Partner Web Site
Joint Business Plan
To ensure that the goals, objectives and business ambitions of both the Channel Partner and Nomis are met in a timely and effective manner, the formation of a comprehensive marketing plan is of crucial importance. The creation of a marketing plan for SymVolli with each Channel Partner is to ensure that both parties maximise the joint opportunities with the finite resources within both organisations.
Methodology and Plan Outline
- Goal - Partnership goals for the next three years are articulated and defined between the Channel Partner and Nomis.
- Objectives - The identification of both revenue and relationship objectives to ensure that the right focus is applied to all activities. All objectives will be SMART - Specific, Measurable, Achievable, Relevant and Time bound.
- Strategies - The strategies that will be adopted to achieve each objective are detailed.
- Actions - The actions or tactics that will be deployed for each objective and associated strategy. Specific sales campaigns, lead generation activities, and marketing plans are identified and detailed.
- Resources - Identification of those resources required for each activity both financial and physical from both Nomis and the Channel Partner.
- Tracking - The Marketing Plan will be regularly reviewed by Nomis and the channel partner to ensure that the goals and objectives are achieved and that the business needs of both parties are addressed in a timely and efficient manner.
Partner Portal
Nomis has designed its Partner Portal to address the needs of its Channel Partners. The Portal has been split into public and secure areas with the public area providing an overview of the opportunities and the secure area providing a central exclusive repository for the business information, tools and detailed guides relating to the solutions provided by Nomis.
- Solution Pricing
- Sales Material
- Technical Forums
- Tracking and monitoring of sales leads and enquiries
- Demonstration Facility
- Solution Collateral - PPTs, PDFs, Reference
- Sites and Testimonials
- Details of Promotional Activities
- Event Calendars
- Product and Services Roadmap
- Service Reports
Channel Partner Induction Kit
- Collateral - All Channel Partners will receive a Channel Partner Starter Kit including product literature, and corporate literature. The Starter Kit comprises:
- Corporate Backgrounders
- Datasheets
- Solution Sheets
- User Guides
- White Papers
- Branding Kit - Partners will be permitted to access artwork in order to co-brand with Nomis. The secure area of the Nomis’s Partner Portal contains the following marketing materials:
- Presentation Templates
- Logos - in a comprehensive range of formats
- Datasheets
- Product and Service Guides (where available)
- Sales Tools - Partners will be provided with a Sales Tools and Sales best practice developed by Nomis:
- Price Lists
- Standard Proposals
- Subject Specific Presentations
Marketing Support
Marketing programmes and activities are an integral part of the business planning process and are designed to support the goal and objectives as outlined in the business plan and include the following components:
Public Relations
A comprehensive programme of activities will be agreed. The objective being to raise awareness and profile for the parties involved within the media communities, including a comprehensive range of business, trade, vertical and financial publications and newswires; Market and Financial analysts; Investor Communities; Partners, Clients, End-users and Prospects. Universities will be contacted to make them aware and try them to get them to use SalesVision in their courses. The goal being to generate leads, business opportunities, position both parties as industry commentators and promote investment. Activities can include:
- Press Releases
- Case Studies
- Speaker Opportunities
- White Papers and Articles
- Features
- Media and Analyst Relations Programmes
- Web Content
- Event and Launch Activities
- Focus s and Seminars
- Market Research
Marketing Communications
A range of activities can be implemented as part of a structured Marketing programme between the Channel Partner and Nomis and these will be formulated and reviewed on an ongoing basis. These activities should be referred to the Nomis Channel Manager. Activities may include:
- Advertising
- Direct Mail
- Email Shots
- e-Marketing
- Telemarketing
- Newsletters and Updates - Nomis will provides regular updates containing information such as:
- Major company news
- New solution/services announcements
- Case studies
- Whitepapers and Article of interest
- Events calendars
Events & Exhibitions
There will be a comprehensive events calendar of events each year. Channel partners will be invited to attend and contribute
Channel Partner Events
As part of its commitment to the Channel Partners, Nomis will provide and assistance for events, seminars, workshops or open days, by providing speakers and stand support for events run by partners. The Channel partner will be required to request support via the Nomis Partner Portal and provided advance notice of six weeks or more. Each request must be supported with the following information before resource will be allocated:
- Profile for the Event (including event and PR coordinator details)
- Dates and venues
- Cooperative Marketing Fund requirements (where relevant)
- Profile of the event attendees
- Exhibitor Profiles
- Staffing resource requirement from Nomis
- Collateral - including stands, literature, web/show guide entries, demonstrations, presentations and so on
- Technical Set-Up Requirements
SymVolli Events
Nomis will expect its Channel Partners to provide and assistance for events, seminars, workshops or open days, by providing speakers and stand support for events run itself, and where Channel Partners may be invited to participate in such events as Nomis Channel Partners.
Channel Partner Training
Commercial and Technical - Nomis recognises the importance of providing the highest possible levels of training to ensure that its sales and marketing teams, and those of its Partners, are equipped with the necessary expertise to enable them to actively sell SymVolli. The marketing planning process determines Nomis products and services to be deployed by its Partners thus enabling the identification of specific training requirements on both technical and commercial for each product and service to be offered by the Channel Partner.
Training programmes are designed to equip the sales, marketing and support teams with the skills required to enable effective sales and service levels to be delivered to the end-user.
The Nomis Channel Manager will provide a comprehensive timetable and details as the programme develops. Channel Partners are requested to book places on courses through SymVolli.
Onsite training - Nomis will provides appropriate specialist training resources at Partners or End-User sites.
Offsite training - Training can be provided at Nomis offices for Channel Partners and End-Users.
Review/Renew Training - For new versions/upgrades.
Workshops/Seminars - Nomis delivers workshops for its Partners when bringing new solutions, services or upgrades to market. Typically these sessions are interactive and include product presentations and demonstrations covering both the commercial and technical aspects of the products/services.
User Guides - These are issued where appropriate/available.
Online Training - Such facilities are planned to be available in the future.
Support Sales
Sales Campaigns
Nomis believes that the success of its relationship with each partner is dependent on cooperative working practices and the development of joint Sales and Marketing campaigns and activities designed to achieve the goal and objectives as defined in the joint marketing plan.
Whilst each sales campaign is designed to address the specific needs of each Partner, there will always be areas of commonality in the programmes, activities and components. Therefore, Nomis has developed a standard template or ‘Shrink-Wrapped Toolset ’ to act as a guideline as to what can be delivered. Nomis will provide all the resources and tools required to actively sell and promote the business solutions delivered by Partners on behalf of Nomis.
Campaign Components:
- Lead Generation, qualification and status reporting
- Event Planning and Support
- Speakers and Representatives
- Demonstration and Presentation Facilities
- Marketing Collateral - templates, mailer samples, white papers, data sheets, technical specification documents, case studies
- Web content - profiles, logos, links
Sales Leads & Referrals
In association with its partners, Nomis and will be involved in the development, implementation and coordination of targeted marketing programmes, campaigns and industry events designed to generate the highest possible quality sales leads. Leads generated by these activities and programmes will be distributed to authorised Partners and all leads will be recorded and followed up so as to evaluate and compare the effectiveness of individual campaigns. Campaigns may take the form of joint marketing efforts with a Nomis Solution Partner, Sales Consultancies, Systems Integrators or various combinations of all three. Regardless of the source, a comprehensive qualification process is vital when ensuring the effective management of leads thereby guaranteeing that opportunities are processed and progressed appropriately.
Nomis takes full advantage of lead management process to allocate qualified leads to selected partners. Upon completion of the qualification process, leads will be handed over to the partner best suited to bring the opportunity to a successful close. The identification of the most appropriate channel partner for each lead focuses on the skills required for the successful closure of that opportunity combined with a geographical consideration and initial partner agreements, i.e. does the partner have the relevant industry knowledge or is the partner based in a convenient location to ensure effective management of the opportunity. The final selection is at the discretion of the Channel Partner team at Nomis although prior agreements will be honoured. It should be noted that any lead developed in conjunction with a specific Partner would automatically go to that Partner.
Sales Leads from Nomis Activities - These are handed over electronically via SymVolli to authorised Channel Partners. Partners are required to provide confirmation that the enquiry has been fully qualified and followed up satisfactorily and that any resulting actions are being managed effectively.
Sales Leads from Sales Consultancies - These will be subject to the procedure outlined above prior to being handed to a Partner. Every effort will be made by the company to share the lead information with Nomis Channel Partner team to ensure that the lead is allocated to the most appropriate partner and that there is a coordinated approach to its management.
Sales - In order to monitor the progress of leads and the overall effectiveness of the sales and marketing campaigns, the Nomis Channel Manager will review SymVolli on a regular basis in agreement with the partner.
Special Consideration - Any sales leads/enquiries that result in a sale of other solutions and or hardware as opposed to SymVolli will be liable for a finder’s fee payable to Nomis. Nomis reserves the right to contact end users from time to time to ensure leads are being followed up correctly and all efforts are being made to provide the correct solution.
Assistance with Onsite Visits - Nomis is committed to the provision of specialist personnel when engaging with prospects to assist in the appraisal of the business challenges facing the organisation and its people and the identification of appropriate solutions available to that prospect. If a partner requires support to initiate and or close a sale we will endeavour on a first come first serve basis to meet their needs.
Support
The Nomis Channel Manager will co-ordinate and manage Nomis resources to provide Sales Support to the Channel Partner on suitability qualified opportunities, to cover the following situations:
- Initial Meeting
- Assist with a comprehensive assessment of the business needs
- Demonstrations or presentations where relevant
- Cost of Ownership Studies
- Proof of Concept including demonstration, evaluation and pilot set up
- Follow-Up Activities
- Closing Sales Activities
- Involvement at closing meeting
- Post Sales Support
- Consultants are available on a time and materials basis
- Requesting Support - It should be noted that Partners are required to request support through the Nomis Partner Portal. With each request the following information be provided:
- Project details including brief profile for the company and outline of its needs
- Size of opportunity/users/revenue/business profile
- Level of support required
- Schedule for meeting
Technical Support
In the event that technical support is required for any of our products or services then please follow the instructions below to ensure the rapid resolution of any issue. Please make sure that all of the relevant information is to hand or detailed in the email when contacting the support team, as this will ensure that each enquiry is dealt with in a timely fashion.
Technical Support via Email - The Nomis Support Team can be emailed Upon receipt of the email Nomis will send confirmation via email that contains a unique incident number for the enquiry. Every effort will be made to clear all enquiries within the shortest possible timescale. However, in the event an immediate resolution is not possible then the Partner will receive an expected resolution date or time.
Technical Support via Telephone – For more immediate support, the Technical Support Team can be reached on the number below. Please ensure that all of the relevant information is to hand. An incident number related to the support call will be issued.
Technical Support Provision/Limits - Nomis will provide second line support with the Partner remaining the first point of contact with regards to technical support and other technical issues for all partner levels except sales and marketing. Nomis will not contact or accept contact from the end user directly unless it is absolutely necessary and will only do this once approval to proceed with the call has been given by the Partner in question. Nomis will provide support for all of its products and services. In the event that Nomis receives a support call regarding a product or service that does not form part of its offering portfolio, the Partner will be advised of the outstanding issue and Nomis will make the appropriate recommendations. However it should be noted that in this instance it would be the responsibility of the Partner to ensure that the third party resolves the problems. Nomis requests that the partner provides notification of the resolution of the call, so that the incident can be cleared and used for future reference.