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The LMS system, believed to be the first of its kind in the channel,
takes the burden of progressing leads away from the reseller by
providing an easy to use, online alternative to the usual Excel
spreadsheet delivered by other distributors. LMS allocates leads, then
manages and tracks them, providing email reminders to resellers when
it’s time to follow up calls or take other agreed actions.

Alongside the LMS system, Wick Hill has also developed a system of
microsites to help resellers successfully conclude leads. Wick Hill
provides the reseller with a fully developed, vendor-dedicated site
under the reseller’s name, with a reseller URL (e.g.
compureseller/watchguard.com). The user is directed to a site which
appears as the reseller’s site with the relevant vendor information and
leads from the site are processed to the reseller.

This service is beneficial to resellers in several ways and it reduces
the amount of time and money they need to spend on maintaining their web
presence and keeping their sites up to date. The vendor content is kept
up to date for the reseller by Wick Hill. One important benefit for
resellers is that they can be more certain of retaining any leads. If
potential customers have to go onto a vendor site, they may end up
dealing directly with the vendor, or find details of another reseller,
or be directed to a different reseller by the vendor.

These two initiatives are part of a Wick Hill reseller programme to
develop and deliver lead management services for its partners in order
to create more leads, to make the leads easier to manage, to provide
maximum support in progressing leads, and to increase the lead to sales
conversion rate, ultimately resulting in better reseller sales.

Over the last year, these initiatives, as well as other marketing
activities at Wick Hill, have resulted in a tripling of the number of
leads generated to pass on to partners and played a significant part in
helping the company increase sales by over 25%.

Other marketing activities have included telemarketing, electronic
direct mail campaigns, call out days, exhibitions and database
marketing. Wick Hill has also, unlike most other distributors, carried
out significant end user marketing to create leads. Marketing activities
here have included direct mail and EDM, exhibitions, Wick Hill end user
forums, round table events, seminars, and an ongoing public relations
campaign to educate end users on both security and the security
solutions available through Wick Hill.