This article clarifies responsibilities between channel managers and business development managers.
Terminology:
Direct Sales: Wingtra sells directly to the end user
Reseller Sales: Reseller sells to the end user
Channel Sales: Wingtra sell to their resellers
Channel manager (CM): Wingtra sales employee – manages the reseller, in charge of reseller sales channel
Business development manager (BDM): Wingtra sales employee – sells to end users, in charge of direct sales. BDM can also be referred to as Direct Sales managers internally.
Joint deal: Wingtra BDM and a reseller work together on a deal in both the reseller territory or uncovered sales territory
Key Account: An important ("key") lead/client with the potential for bigger deals or future growth.
Collaboration between channel manager and BDM
The table below shows the general responsibilities of a channel manager and a business development manager.
Joint Deals: BDM supports a reseller to sell
A joint deal is when a Wingtra BDM and a reseller work together on a deal. This could be in either the reseller territory or in an uncovered sales territory. Generally, we encourage Joint Deals to empower our resellers and grow our sales. The BDM and channel manager will closely work together to identify what opportunities to work on as joint or direct deals.
Joint deals: Why are we doing this?
- Immediate increase in revenues
- One sales team with one goal - culture of internal collaboration
- Dealers sales reps learn ‘on the job’
- After doing some 5-10 deals together dealers will develop more autonomy in their sales activities
- Long term friendly competition - dealer reps can lose a deal but distributor company does not lose out on margin
In the table below you will find guidelines for when it makes sense to do joint deals:
Educating the reseller
It is very important that the reseller understand the purpose of the BDM and that they are not a threat/competition to them.
There are 2 resources that can be used to educate the reseller:
- These slides help educating the reseller and introducing the concept of joint deals. Please make a copy and modify individually if needed.
- Here is a reseller facing kb article that explain the concept of joint deals
Lead forwarding
The reseller as well as BDM receive inbound leads from Wingtra. The leads are either sent directly to the party or assigned through a Wingtra sales manager.
Here you can find the internal and external articles about Wingtra's lead forwarding system:
- Lead forwarding program explained to the reseller
- Internal Hubspot settings to enroll into lead forwarding
Any questions/changes related to the lead forwarding approach Stephie.
Sales territory: US
Territory Split
The US is split into different territories between resellers and Wingtra. The respective party is entitled to sell in their assigned territory.
The complete list of states can be found here: Source of States
