Dealer Playbook with a specific focus on three areas: Sales, Technical, and Executive

By Austen Trimble, VP of Sales in North America

In my three years at Eagle Eye Networks, a lot has changed. Our customer base has grown, our staff has grown, we’ve expanded globally, and our product has also grown to include new features and settings. One thing hasn’t changed, and that’s our core cultural tenet of Maniacal Customer Focus. Aligning our goals with our customer’s goals has been critical to any and all success we’ve had. Many times “customer focus” is translated to “customer support.” I would argue that, in the best companies, customer focus permeates every department from customer support to the product to sales.

Over the past three years, I’ve personally interacted with over 1,000 business owners looking to purchase a video surveillance system. This has not only informed my view of where our product is headed, it’s impacted my Channel Sales Strategy.

In December of 2017, I surveyed more than 100 of our reseller partners and personally interviewed our top 10 most successful independent resellers. Here are the results:

What can Eagle Eye Networks do to drive your success in 2018?

• 68% More end user leads
• 42% More cost-effective sales and tech training

How do you prioritize recurring revenue?

• 48% reduce or eliminate upfront hardware costs to the customer
• 46% Sales representative compensation plans are based on recurring revenue generation
• Other responses < 6%

A few action items immediately surfaced as a result of the information learned above.

1. We’ve expanded our End User Lead Program to provide more leads than ever to our Channel Partners. We began our demand generation strategy in the second half of 2016 with a few trade shows and some basic online advertising. Today it has expanded to multiple online channels, outbound campaigns, and more trade shows focused on our key verticals.
2. We’ve developed a Dealer Playbook with a specific focus on three areas: Sales, Technical, and Executive. The Sales Track contains an updated presentation deck for Sales Representatives to use when presenting to End User opportunities. It also contains updated marketing collateral, including our customer success videos, and specific customer references who are happy to be called upon by any of our Resellers. The Technical Track has always been strong and we’ve updated it to contain a focus on some of our latest developments such as our Managed POE Switch among many other things that we are doing to make implementation and support of our product more seamless than any other manufacturer. Lastly, the Executive Track is a distillation of pure gold curated from the strategies deployed by our very best independent resellers. We’ve covered pricing models, key verticals, how to compensate sales representatives to grow RMR and so much more. While you may not be able to implement all of these strategies at once, I can guarantee that you will find a meaningful impact on your business through the deployment of any single one of them
3. We’ve begun the Eagle Eye Roadshow to bring the RMR revolution to a town near you. After a very small beta test in Austin, TX we executed a Pilot in Denver, CO and the feedback was excellent. When asked how impactful the content was, the President of one of our resellers said: “This outlines our entire new business structure.” Roadshow dates have been posted on our website and will continue to expand based upon request. Visit us at Booth #26109 this week at ISC West to submit a request for your town to be added!

When I first joined Eagle Eye Networks I searched for our narrative – the story that we could tell to share how we’ve impacted the lives of our customers. This story would be the key to our success and the success of our Reseller partners. While the story is still being written, I can say that we’ve put together some very exciting chapters for you in the playbook and we’ll continue to evolve along with you over time. To attend our roadshow, please call +1-512-473-0500 or email [email protected]. Thank you for your continued partnership!