B2B ACCOUNT MANAGEMENT & INSIDE SALES
AN ICON CASE STUDY
ICON’s client designs, manufactures and sells data storage solutions. Consumers, SMBs, and enterprise customers from across the globe benefit from their innovative portfolio of hardware products. Their range includes mobile storage devices, cards and readers, USB flash drives, HDDs, and SSDs.
- Detailed marketing intelligence and materials are shared with distributors to optimise their B2C strategy and propel sales.
- Distributors and resellers are alerted to pivots in the client’s product strategy that could impact their business; ICON agents then help them navigate any changes for continued success.
- The B2B team is empowered by the client to offer flexibility in payment and pricing models, as required, to ensure mutually beneficial outcomes and engender trust.
ICON agents proactively liaise with the client’s distribution partners to update on inventory needs and stock levels.
Sales project details and purchasing requirements are procured to ensure they align with the clients sales goals.
New opportunities materialise thanks to regular communication with distributors encompassing new products, promotions, and strategic product positioning.
The B2B team provide front-line customer service for distributors and resellers, covering requests such as warranty information, technical support, and product returns. Proprietary client tools help guide agents through any client processes.
Client exhibitions and tradeshows are supported on-site with agents travelling to their market to provide valuable additional assistance.
ICON agents are responsible for the client's loyalty program, promoting its features and benefits to drive channel growth and distributor satisfaction.
A sustainable pipeline of nurtured resellers are passed to regional managers, which accelerates the development of new commercial relationships for the client.
Approximately 200-500 new potential resellers are added into the client’s CRM database each quarter.