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Send  Share  RSS  Twitter  24 Aug 2010

INFOTECH: Eaton is Powering Business Together

 





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Channel partners are at the heart of Eaton’s business; a significant proportion of Eaton’s sales are achieved through distributors and resellers. As part of Eaton’s channel strategy, the company will launch a new PowerAdvantage Partner Programme.

“We recognise that our success is strongly linked to the success of our partners. Therefore, most of our marketing activities are focused on supporting and developing our partners’ businesses,” says Evershree Mathadeen, National Sales Manager, Eaton Electrical Group.

“Previously, Eaton had different channel programmes launched by Powerware and MGE Office Protection Systems. Now that we are all Eaton, we are combining our strengths to power our partners’ businesses in an even more effective way under one programme: Eaton PowerAdvantage. In a nutshell, the programme delivers exceptional channel partner experience and helps partners grow and differentiate their business with Eaton.”

The partner programme is targeted at all IT resellers and value-added resellers. Depending on the country, the programme is also open to electrical contractors.

The PowerAdvantage Partner Programme aims to strengthen the link between Eaton and resellers; however, Eaton is not looking to sell to resellers directly. Rather, the intention of the programme is to develop and support business between resellers and distributors.

“At Eaton we believe that everyone – Eaton, its channel partners and end-customers – will gain from the new partner programme. It offers resellers tangible advantages including margin benefits, business development opportunities and marketing and sales support. This helps resellers to both increase their sales and deliver end-customers the best service and support with Eaton,” Mathadeen says.

As a part of PowerAdvantage’s standard benefits, resellers will have access to Eaton’s marketing materials and sales tools, channel marketing tools, non-public product literature, as well as sales and product training organised by Eaton personnel. The programme’s dedicated extranet site will also keep resellers informed on topical channel news such as information about promotions and events.

Across EMEA, the programme consists of two partner levels: Authorised and Premium. The specific benefits and requirements for joining the programme are defined at the country level in order to achieve the greatest impact locally.

“There are very limited requirements for joining the programme as an Authorised reseller. The participant must, of course, have reseller business with Eaton. The additional requirements, such as sign-in training, sales targets and an annual business development plan are defined at the country level,” explains Mathadeen.

“In addition, Authorised partners who have participated in the programme for more than six months or have achieved significant business goals with Eaton can become Premium resellers. This means they can enjoy additional benefits, such as participation in special events and additional support with their marketing activities. The level upgrade is agreed with the local sales representative.”

“In EMEA, the programme is adjusted country by country to match to our customers’ and partners’ specific local needs. Our teams in the countries will be in charge of the local launch and communications. The programme’s best practices will be shared globally so that it becomes an exceptional tool for powering resellers’ business with Eaton,” concludes Mathadeen.


 
 
 
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