Join The–Dots

Tomas Lagerberg

Tomas Lagerberg

MD
0

CashPaq

Purpose
Maintain the high share of the Intel-processor server market by increasing the sales to the SMB-partners.
Facts Q2-00
- Compaq has nearly 50% share of the total Intel-processor server market.
- Compaq has less than 20% share of the SMB segment of the Intel-processor server market.
- Dell is starting to win market share (all over).
- local PC Vendors do have at least 20% of the SMB-server market.
- Compaq was focusing on the “top 100-partners”.
- The opinion at the SMB partners (>3000 in Sweden) was: “Compaq has the best products, but they are expensive and they are not interested in us”.

Actions
- The creating of a new SMB partner program, “CashPaq”:
- Partner budget: The partner sets a monthly (server) sales goal in units.

Bonus (for partners)
- Depending on the period- (30 days) achievement, the partner gets a bonus for each unit sold (amount depending on model).
- Over performing is accepted up to +25%, more than 25% gives no extra bonus
- Underperforming with –25% gives no bonus at all.
- The bonus is paid cash within 2 weeks after each (30-day) period.

Starter pack:
- 50% discount on a certain server model for demo use.
- 50% discount on (server) trainings (sales and techniques).

Direct contact with Compaq
- 1 sales rep from Compaq working only on visiting SMB-partners (goal: 20 per week).
- Founded heads (6 months) at Compaq’s distributors targeting both the distributors and the SMB-partners .
- Direct CashPaq phone number at Compaq’s partner hotline “SalesLinq”.

How to join the CashPaq program
- Log on to the Compaq CashPaq Extranet.
- Accomplish the interactive sales training on the Extranet.
- Set the budget for the next month.
- Choose a preferred distributor.

Result Q2-01
- >40% market share in the SMB segment.
- Compaq gets an SMB-budget from the partners, every month!
- Starting relations to many “new” partners (among them: at least 15 are potential top 100).
- Taking partner-business from IBM, Fujitsu-Siemens and HP.
- Several Swedish PC-vendors has switched to Compaq ProLiant servers.
- A lot of goodwill; CashPaq is known as an easy and generous bonus program.
- More Compaq-focus at the distributors.

Credits

Tomas Lagerberg

  • Message

Join our Pro Plan to message Tomas

You can only message people who are following you. If you’d like to message this person, simply join our Recruiter Pro Plan.

FollowUnfollow
  • MD
  •  

Project Tags

  • Channel Branding
  • Sales
  • product
  • Budget
  • analysing the results
  • analysing customer behaviour
  • rewards
  • Increase Market Share
  • SMB
  • Distribution

Share your new project