How to select the most appropriate resellers for your Product-As-A-Service programme?
Are you a manufacturer looking to deploy your own Product-As-A-Service solution? Are you using an indirect model as your distribution channel? How to select the most appropriate resellers for your Product-As-A-Service programme?
In an indirect model like yours, the success of our Product-As-A-Service programme greatly depends on the resellers you choose. So, it’s important to select them carefully.
Firstly, you need to ensure that the reseller has a good reputation in the market. This will not only give you credibility but also help you reach a wider audience for your Product-As-A-Service solution.
Secondly, you need to make sure that the reseller has a good understanding of your target audience and access to it. The decision makers for Product-As-A-Service solutions include Finance, IT and more and more CSR departments. Checking this will ensure the resellers can effectively market and sell your Product-As-A-Service to the right people.
Thirdly, you need to look for resellers who have a strong appetite for As-A-Service solutions. They need to understand the subscription economy and its advantages. This will ensure they are willing to invest time and resources into promoting your Product-As-A-Service programme to ultimately drive more sales.
Need help to map out the resellers that will help you make a successful Product-As-A-Service programme? How to onboard them once you have identified them? Book a quick call with us here