01732 759725 36 looked at other criteria - how engaged our partners are with us, do they have warehousing facilities, do they provide business plans etc., it’s not all about revenue,” LeAnne explained, adding: “The two further accreditations come back to the fact that we want to better enable partners to be confident to sell and support software, because that diversification piece can be tough.” Services and support Partners benefit from a wide range of services and support including account management, marketing, sales enablement, and training. “We have account management now, essentially, this might not be anything new to our partners, but it really lays down what our commitment is to our dealers, this is what they can expect from us as a partner, and also what we expect back. We want to help our partners grow and to do that we need to be having regular field visits. We need to sit down with them and understand what strategic actions we can implement to help them achieve their goals, really understand what their business is, and come up with shared objectives that we can all then work towards,” LeAnne said. Partners also have access to Toshiba subject matter experts that sit within its professional services and architecture team. “We also hold quarterly business reviews when we will review, track progress, identify opportunities within their customer base, and then look at how we can align ourselves to that to help them be more successful,” she added. Marketing support services are comprehensive and include video case studies, exhibition support packages, co-branded flyers, and access to an exclusive marketing portal, providing partners with the tools and resources needed to build credibility and attract new business. LeAnne continued: “Our marketing initiatives and co-branding opportunities that help partners elevate their brand in their local communities to win more business,” LeAnne explained. “We’ve launched quarterly pricing promotions as well as major account pricing support to help partners boost their profits and we’re committed to strengthening our partnership to drive business growth, securing mutual success and long-term collaboration. And lastly, supporting partners to diversify and be confident to go out and sell software solutions to end-users,” she added. Partner accreditations Partners can achieve one of four tiers - Diamond, Platinum, Gold and Authorised. There are also two additional accreditations – Solutions Accredited Partner and Technical Accredited Partner. Solutions Accredited Partners can enhance their capabilities with access to solution sales workshops and solution technical workshops, both held twice a year. They also have access to dedicated pre-sales support, special pricing on Toshiba’s complete software bundle and receive free-of-charge support for software installation and setup, as well as credits and discounts on professional services. Technical Accredited Partners can utilise Toshiba’s portal for easy access to technical and training resources and support. They also receive on-site field support to ensure seamless operations and are eligible to send representatives to Toshiba’s exclusive quarterly technical meetings, as well as strive for excellence with the Top Service Partner Award in their region. “The partner tiers are based on sales performance, but we’ve also Toshiba’s new partner programme has been created around three core principles – adding value to partners and their customers, providing a strategic framework of engagement for business partner managers, resellers and partners, and driving mutual growth. “The new programme is focused on our partners’ success, and it’s our commitment to our partners,” LeAnne Foley said. Shared goals, shared success There are six key goals of the partner programme. “These include delivering value, through support and resources that enhance partners’ business operations and add significant value to the partnership. We’re also focused on enabling a partner’s business, providing access to resources, training and end-user sales support, and achieving excellence – with joint marketing Toshiba Tec has launched an all-new partner programme that’s built on the principles of adding value, strategic engagement, and shared success. Michelle Ryder caught up with LeAnne Foley, Head of Indirect Sales to find out more Toshiba doubles down on partner commitment PARTNER PROGRAMME LeAnne Foley
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