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Discovering customer solutions for strategic resellers

We help channel partners, who utilize a field sales fleet, discover new opportunities within their existing customer base – and routinely, manage the entire project, from A to Z. 

Challenge: 
Find new products and services for our partners’ organizations to offer their business customers without adding to their overhead, with a focus on commercial copy and print solutions.
 
Goal:

  1. Increase the “share of wallet” our strategic reseller partners are able to win from their customers.
  2. Offer valuable solutions that create profits without adding overhead.
  3. Help partner organizations build broader relationships with their contract customers that stretch beyond current product offerings.

Taylor Solution:

  1. Using our commercial copy and print expertise, we work with the reseller to uncover new opportunities for their current contract customer base, focusing on complimentary new products and services in the area of commercial printing and copying.
  2. Research and facilitate the opportunity discovery process, finding solutions to unexamined contract customers needs.
  3. Once opportunities are identified, create the solution and proposal to be presented to the end customer.
  4. Manage the project and coordinate communication and delivery.

Results:

  1. Our strategic reseller partners have significantly grown their  “share of wallet” within their current contract sales customer base by mining new opportunities.
  2. These new revenue streams were added without an increase in overhead.