Aventi Group Launches Vector for Channels™

Share Article

A New Client-Proven Model for Demand Creation, Messaging and Lead Nurturing.

News Image
We're excited about the results that Aventi Group delivered with Vector for Channels

Aventi Group, a leading executive consulting firm, announced today the launch of Vector for Channels™ -- a new program that accelerates channel revenue by improving solution messaging, demand creation and lead nurturing processes. Vector for Channel's unique sales aligned model is designed to improve lead quality, increase sales pipelines, shorten sales cycles and lower marketing costs. Developed over an eight-year period, and field tested by a dozen industry leading clients, Vector for Channels has delivered impressive results by "fine tuning" key messaging elements via proven templates, enhancing sales enablement tools, implementing proven demand creation methodologies and providing a dynamically prioritized lead nurturing process that aligns with popular sales methodologies and prospect buying cycles.

"Aventi Group has delivered Vector for Channels to such clients as Hewlett Packard, Booz Allen Hamilton, Forsythe, Supermicro and several start-ups with very exciting results," said Bill Reed, VP of Marketing and Business Development for Aventi Group. "For one client, Aventi's Vector for Channels helped land a $2.8M channel deal in one quarter and for another more than 300 qualified end-user prospects with 54 percent expressing interest and 26 percent requesting a meeting."

While completing projects for dozens of industry-leading and emerging technology clients, Aventi Group executives discovered that most reseller salespeople had received some form of sales training, whether formally or informally. Virtually all of the top sales performance improvement companies, such as Huthwaite, TAS, Miller Heiman, Sandler and others, stress that complex sales -- including those for technology solutions -- require a consultative model to ensure success. Aventi Group noted that most marketing organizations were employing a Transactional Model for channels which actually hindered the sales process. Aventi Group researched this phenomenon and developed a new channel messaging and demand creation program that aligns with and compliments the most widely used consultative sales methodologies, and leverages the research-based findings of SPIN®-Selling from Huthwaite.

"Over the past three decades, we estimate that over a million salespeople have either been formally trained on Huthwaite's SPIN-Selling method or read one of Neil Rackham's books on the topic," said Steve Lunz, Huthwaite's Vice President of Direct Sales. "Huthwaite is still the only firm that has irrefutable evidence that our methodologies drive proven sales improvements. We are thrilled that Aventi Group has incorporated the SPIN® Selling model into Vector for Channels. This powerful combination will help technology companies say the right things to the right prospects at the right time in the Buying Cycle™ to markedly improve revenue results."

"We're excited about the results that Aventi Group delivered with Vector for Channels," said Raju Chekuri, CEO of NetEnrich, a leader in remote infrastructure management (RIM) solutions. "By better aligning our messaging, sales enablement tools, marketing collateral, channel and partner programs to the way customers actually buy, we empowered our sales teams to generate more revenue while lowering our marketing costs."

Aventi's Vector for Channels consists of a channel consulting program, half-day workshop, channel messaging templates and demand creation deliverables provided by Aventi Group that leverage Huthwaite's SPIN® Selling while maintaining compatibility with other popular sales training methodologies. Clients do not need to have SPIN® trained channel salespersons or be familiar with the methodology. Also included is an evaluation and critique of current channel-specific messaging, development of a Vector for Channels messaging model, prospect profiles, end-user research validation, channel collateral matrix, messaging element maps and more. The program also delivers a turnkey messaging template that allows for fast, consistent channel collateral and sales enablement tool creation. As a bonus, a channel-specific lead qualification script and scoring system is created that improves lead quality and prospect prioritization.

"The typical investment for Vector for Channels is equivalent to the cost of having a couple whitepapers created by a leading analyst firm," said Jeff Thompson, Aventi Group's President. "Many of the leading technology resellers and distributors have stated that this program is the best they've seen delivered in the industry to date."

Detailed information about Vector for Channels™ is available at http://www.aventigroup.com.

About Aventi Group LLC:
Aventi Group is a leading executive consulting firm that discovers and accelerates revenue for technology companies. Aventi Group consulting executives have delivered significant results since 2001 for such clients as Adobe, Apple, Booz Allen, Cisco, Computer Associates, Covad, Forsythe, Hewlett Packard, Hitachi, NetApp, SAP, Seagate, Sony, Supermicro, Sybase, Symantec, and dozens of emerging technology firms. Offering a unique combination of sales-aligned marketing programs in concert with deep industry expertise across storage, security, mobility, wireless, networking, telecom, content management, and governance, risk and compliance, Aventi Group provides strategic planning and tactical implementation consulting combined with "roll-up-your-sleeves" executive overlay expertise to drive rapid results. For more information, visit http://www.aventigroup.com.


Share article on social media or email:

View article via:

Pdf Print

Contact Author

Andrew Miller
Visit website