Services / Channel Recruitment

Are you finding it harder to identify, attract and engage the best VARs and channel partners in the marketplace? When you do find them, is it difficult to recruit them and keep them loyal?

Today, vendors like you must compete for the attention of premier-league resellers. But why should these top VARs devote their time to listening to your business proposition? Gone are the days when VARs queued at your door just because you had the best product or the best price.

With EIMS, you can ensure that the ideal VARs will hear the right message in the correct language and via the most effective medium. Our global experience enables you to benefit from a targeted and cost-effective recruitment strategy to drive up reseller quality.

We’ll identify, profile, and qualify your best potential channel partners, win them over with your business proposition (see Channel Strategy), qualify their suitability and then pass them to your Channel Manager, ready for recruitment and Channel Training.

Key features & benefits

Unique depth of knowledge: Through our membership of Channel-TEAM™ we have access to a database of over 160,000 VARs across EMEA and the Americas. This data contains in-depth profiling information found nowhere else. We can profile and identify suitable targets for your channel using desk research and unparalleled industry experience.
Gain unique competitive advantage: Over 15 years of research and working with the channel means our consultancy partners can enhance the VAR database with proprietary knowledge and valuable insight, and this gives you competitive edge you cannot buy anywhere else including an industry-leading benchmarking capability.
Fast-track sales growth: We’ll identify VARs who sell products that complement your proposition, providing a ready-made, highly-qualified sales-force, with a fast-track route to market.
Enjoy incremental revenue: We’ll identify VARs with customers who need your product, providing a ready-made, highly-qualified prospect base.
Become more attractive to partners: We’ll help fine-tune your business proposition beyond products, margins and programs, into a winning and compelling pitch that shows the VAR how they’ll make more money working with you.
We’ll take the strain: We take responsibility for making it work. If you want us to help you, we’ll make the proposition even more compelling by providing a helping hand to take the VAR from initial sale to self-sufficiency, with real, practical advice and assistance on a day-to-day basis.
Consistent: We’ll share your message in a consistent and professional way across multiple languages with ‘native level’ understanding of local business cultures in a one-stop-shop.
Scalable: Our professionals can target VARs using multiple communication mediums, including telephone, email, web, and events.
Time-saving: We’ll qualify interested VARs by assessing the suitability of their business and client base, and their capabilities in sales, engineering, project management and support.
Fast-track channel partner recruitment: Once qualified, we’ll pass VARs to your Channel Manager to close the deal and register the VAR.
Ongoing support: Once the deal is done, we can provide ongoing assistance to ensure the VAR fulfils its potential with our channel management support services.

Contact us for more details about this service