Munich (Germany), January 2013. In 2013, EASY SOFTWARE AG and evolutionplan GmbH are launching the second round of their “Evolution program for ECM solution sellers”. This six-month program is for sales partners of EASY SOFTWARE intending to sell the ECM solutions and associated projects more efficiently and safely in the competitive market and with a high margin. With this evolution action, the manufacturer also effectively rounds off its training offer for its partner network previously targeting above all the product. Last year, this action was carried out for the first time, with a very positive response from the participating software, consulting and system companies. The participants gave the highest ratings, among others, for trainers, the high-quality contents, as well as practice of the mediated expert knowledge. The success concept is now included as an integral part in the EASY SOFTWARE program for partner support. The evolution program for the ECM solution vendor relaunches on January 22 and 23, 2013.
For EASY SOFTWARE the open “Evolution program for IT solution sellers” from evolutionplan was manufacturer-labeled and fine-tuned exactly to the solutions of the ECM provider. To the advantage of the participants, the very needs of the partner companies are met at an individual level in sales. Days of attendance and topic-specific Webcasts alternate in the program where hands-on knowledge is effectively mediated for ECM solution selling. Moreover, participants benefit from individual coaching fine-tuned to actual distribution cases, as well as from the valuable internal exchange of information. Cooperative exchange among participants is supported via a micro-blogging platform moderated by evolutionplan over the entire program runtime. The evolution action ends with a master paper. All examples and benefit arguments which are mediated in the program are tailored respectively to the market segment document management or enterprise content management. In the program, participants learn, among others, how the seven-step ECM sales process works and how customers today actually purchase such high-quality solutions. Moreover, it is mediated how you can adapt to different types of discussion and buyers when selling. Additionally, topics are the safe determination of requirements as well as building a strong pipeline based on qualified appointments.
“In a highly competitive market it is important that knowledge of complex sales processes is present in the sales team and that time is used for the right and promising contacts. As part of the evolution program, all participants work out their personal success strategy for acquiring ECM projects, based on a multiple award-winning and hands-on training method. A significant win-win situation thereby emerges for EASY SOFTWARE and the participating partners”, explains Oliver Wegner, managing director of evolutionplan.
Owing to good cooperation between EASY SOFTWARE and evolutionplan, high-quality solution selling for partners will be one of the key topics in 2013. As part of basic training of new EASY partners, evolutionplan will mediate the component for the ECM sales process and for the role and task of an ECM solution seller in cut-throat competition. In addition, the topic of how sales employees can recognize their own levers for measurably improving sales and revenues is part of the agenda. Moreover, participants will be shown how these goals can be planned and immediately implemented. “We are pleased that in association with evolutionplan we can offer our partners such significant added value in sales and therefore for their own business. This not only strengthens our position as manufacturer in a highly competitive market”, says Carsten Werner, head of Partner Management of EASY SOFTWARE AG, commenting on successful collaboration.
evolutionplan assists IT companies in making sales work, and measurably improve sales and revenues. The focus is on system, software and IT consulting businesses.
The company concentrates excellent sales consultants, as well as IT sales trainers and coaches who, in addition to their longtime experience in the respective focus sectors revert to a broad range of professional knowledge, pragmatic methods and techniques.
Central bottlenecks of present sales organization are made visible in the project. People, including their training, processes, methods and systems, are considered as a whole to understand causes and effects. The results are incorporated in a to-do list; they will then be implemented together step by step, provided approval is granted.
evolutionplan founder Oliver Wegner has been working in this sector for more than 15 years. He has worked with German and American consulting, trade and software companies. In this capacity, he built new customer business in direct sales in central and eastern Europe, further evolving business with existing customers. Additionally, he helped companies to find strong reseller and consulting partners and the right sales employees, as well as to implement sales processes. evolutionplan work results can immediately put into practice.
Oliver Wegner is Certified Sales Professional of Q-Pool 100, the official Qualitätsgemeinschaft internationaler Wirtschaftstrainer und -berater e.V., a quality task force of international business trainers and consultants, as well as accredited INtem sales trainers. Moreover, he is speaker and author of innumerable specialist articles and contributions to the topic Sales in IT companies.
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