Lead Generation for Erp Reseller Companies

In: Business and Management

Submitted By shilpip
Words 504
Pages 3
Lead Generation for ERP Reseller Companies
In joint lead generation activities, both organizations (reseller and the ERP company) must be able to neutralize individual challenges and leverage strengths, to create a greater pool of demand and drive success. The reseller has the advantage of leveraging the bigger brand, to reach out to a wider prospect base. ERP giants often face the challenge of being seen as companies selling software that require huge investment and time, and thereby being feasible only for large enterprises. This is where they can leverage reseller’s experience in reaching out to prospects in the mid-market and conveying to them how they can achieve the same benefits as some of the largest clients, at a fraction of time and cost.
An important way, in which the reseller can showcase the value-proposition of the ERP companies to their prospective clients, is by developing proprietary modules that are highly industry-specific and specifically target industry-based challenges, on top of the ERP software. For an ERP giant, customizing their solution for different micro-industries may not make sense, as it does not drive large economies. For resellers, creating technology not for the masses but for the focused groups with the ability to showcase micro-industry expertise will help in differentiation as well as in driving new scales and economies.
Resellers should leverage the bigger company’s resources to reach out to the right focused groups, at the right place and time, and to get a platform to demonstrate their expertise. For effective lead generation, it can be helpful for resellers to narrow down their industry classification to micro-verticals (For e.g. dairy, seafood in food industry, and automobile manufacturers in manufacturing industry) and then engage in customer-specific conversations, while engaging with their ERP company for…...

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