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Comment la technologie peut aider les marques à enrichir leurs relations avec leurs réseaux de distributions ?
16 déc. 2013
8
Le channel… levier de performances.

Avec l'accélération de la globalisation, les décisions des entreprises concernant les produits, les prix ou la communication, sont de plus en plus centralisées entre les mains de leurs sièges internationaux, limitant ainsi fortement l'autonomie d'action de leurs filiales régionales ou locales. La relation entre le fabricant et son réseau de distribution indirecte devient dès lors un levier clé pour le développement des performances commerciales et de ses parts de marché.


Un portail partenaires, un outil incontournable.

Dans ce contexte, de plus en plus d'entreprises se dotent d'un portail partenaires pour servir de plateforme d’échanges avec leur réseau de distribution, au cœur de l’écosystème de leur programme partenaires.

Ces plateformes permettent de centraliser et de mettre à la disposition de ce réseau de nombreuses informations, outils d'aide à la vente et supports marketing : documentations produits, photos et vidéos, argumentaires de vente, packs de lancement de nouveaux produits, supports de formation, modèles de co-marketing, actualités (évènements, communiqués de presse), campagnes et promotions, listes de prix différenciées ...


Les 5 fonctions les plus attendues

Une récente étude menée en avril 2013 par la société ANTHEA Interactive auprès de 200 distributeurs Européens et Américains de produits high-tech, a permis de dégager 5 des fonctions les plus attendues :
1 – Banque Multimédia : centre de téléchargement de supports marketing, ventes et techniques - (95%)
2 – Pack de lancement de nouveaux produits ou solutions pour en accélérer l’introduction - (90%)
3 – Module de déclinaison de campagne marketing -(80%)
4 – Programme partenaires incluant un programme de fidélité – (75%)
5 – Module de formation en ligne (e-learning) – (55%)
 

Se concentrer sur le sell-out…

Grâce à un tel portail, les distributeurs et revendeurs disposent ainsi à tout moment des informations et matériels nécessaires pour vendre plus efficacement. Au-delà, ils se sentent épaulés et accompagnés par leurs fournisseurs dans le cadre d’un véritable partenariat. Ils permettent également aux Marques de seconder le travail des équipes commerciales terrain. Celles-ci, dégagées de leur action d'information peuvent alors se concentrer sur la vente et le développement du "sell-out" en collaboration avec leurs clients.
Un portail partenaire constitue donc, sans aucun doute, une source de compétitivité pour une Marque. Les offres de ce type de solutions sont variées. Les candidats devront veiller à ce que leur choix présente 4 qualités essentielles :

La flexibilité : une plateforme partenaire est une "matière vivante". Sa structure doit pouvoir très facilement s'adapter aux évolutions de l'organisation et des activités de l'entreprise, au développement de son catalogue de produits ou de ses offres. Son contenu doit pouvoir être mise à jour en quelques clics par les équipes marketing et commerciales internes, pour rester en phase avec l'actualité de l'entreprise. La gestion de la plateforme doit pouvoir être confiée à n’importe lequel de ses collaborateurs, y compris ceux qui n’ont pas de connaissances informatiques particulières. La gestion des droits des utilisateurs doit également pouvoir se faire avec finesse et précision afin de proposer le bon contenu suivant la typologie et la localisation géographique des partenaires (une liste des prix différenciée peut par exemple être un sujet sensible)

L'évolutivité : la technologie évolue très vite et il peut être hasardeux, voire pénalisant de faire le choix d'une plateforme classique réalisée sur mesure. Les solutions proposées en mode " Cloud Computing" ou multi-tenants sont enrichies en permanence d'améliorations directement issues de la pratique et de l’expérience des utilisateurs. Chacun tire ainsi avantage de l’expérience des autres.

Le time-to-market : une fois la décision d'équipement prise, le déploiement d'une plateforme partenaire doit pouvoir être mise en œuvre en quelques semaines sans mobiliser des ressources en réalisation de briefs, conception et développement.

L'accessibilité : la réalisation d'une plateforme traditionnelle représente un investissement important mobilisateur de cash (CAPEX). Le choix d'une plateforme mutualisée, permettra, selon les offres, de se doter rapidement d'une plateforme partenaires en s'acquittant d'un abonnement mensuel au coût prévisible en rémunération des services utilisés. 

La mise en œuvre d’un portail partenaires peut constituer une solution clef pour développer et enrichir la relation client avec ses partenaires de distribution. Au moment de sa sélection, il peut être essentiel de faire le choix d’une solution en mode Cloud Computing qui allie flexibilité et évolutivité, qui puisse être très facilement administrable par les équipes marketing et ventes internes et qui puisse être rapidement mise en œuvre. Le choix d’un modèle par abonnement permettra une meilleure visibilité et maîtrise des coûts. Une fois ces conditions réunies, un portail partenaires sera une source de véritables gains de productivité commerciale. 
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