As i3 Technologies’ Strategic Partner for Latin America, the Exponential Area is responsible for adapting the current global channel program to the needs of the partners in this region, including benefits and requirements for each territory and segment where they are implemented.
In that sense, and to celebrate the 6th Anniversary of the brand in Latin America, they are currently relaunching the #i3Champions program. “Of all the initiatives we work with at the distribution and channel level, this is the one we like the most because it is specially designed to recognize and reward the channel executive and expert, i.e. we focus on “the person” who represents our brand and not on the channel as an organization,” said Alejandro Gutiérrez.
“THE ADVICE TO OUR PARTNERS IS TO MEET WITH US PERIODICALLY TO IDENTIFY NEW OPPORTUNITIES AND AREAS OF DEVELOPMENT TOGETHER, BOTH IN BUSINESS AND PERSONAL RELATIONSHIPS.”
The Regional Director of the Exponential Area highlights the flexibility of their program to adapt to each channel, as well as the focus on developing personal relationships with the executives who drive the brand within each business partner. Their incentives include awards and recognitions to which they relate, i.e. work-life balance, wellness, and family time.
“We are looking for much broader partner profiles because our solutions respond to an increasing number of applications and collaborative scenarios, so it is more frequent to receive requests from channels with expertise in other segments, such as networking or architecture, with whom we have not identified so directly until now, but today we have a common goal,” says Gutiérrez.
“WE ADAPT THE CURRENT GLOBAL CHANNEL PROGRAM TO THE NEEDS OF LATIN AMERICAN PARTNERS, OFFERING A BACKBONE THAT DEFINES THE BRAND’S VALUES, BUT ALSO ALLOWS FOR THE BENEFITS AND REQUIREMENTS TO BE TAILORED TO EACH TERRITORY AND SEGMENT.”
Regarding the brand’s strategy related to partner training, the executive explains: “For i3 Technologies, the focus on training is total. But beyond the transfer of specific knowledge, we place great emphasis on “know-how”, i.e., on helping the salespeople, pre-sales, and product experts of each partner in their beginnings so that they can provide our customers with the consultancy and value proposition that we like to deliver”.
He adds: “We achieve this through formal tools such as our new cloud-based training platform, but also through focused workgroups where our experts support our partners in transmitting this know-how to deliver value to our customers.