Introduction!

Will Applebee!Customer Success!

will.applebee@showpad.com!

Speaker Moderator

Pierre Bemelmans!Marketing Director!

•  Via #partnerenablement!!•  Please submit your questions via the Q&A

webinar panel!

•  Recording will be provided after the session!

3!

How to engage?!

Goal of this webinar!

•  Provide insights  on how a sales enablement platform is crucial in building a scalable reseller network.!

•  How to enable your channels to deliver supreme customer experience!

•  How to distribute your marketing and sales collateral efficiently in a branded environment!

About Eloy Water!

About Eloy Water!

•  Development and commercial distribution of residential and industrial wastewater treatment solutions!

!= Best Product + Best Installation + Best Maintenance!

•  Proximity and availability is core to our strategy!

•  Eloy Water is a member of the Eloy Group!!•  Active in 25 countries via 6 subsidiaries, and a network of

exclusive and specialised distributors!

•  Fast growth recognized by Trends Gazelles 2015!

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Indirect sales channels!Eloy Water!

Eloy Water!Group!

Eloy Water!Subsidiaries!

Dealerships !or!

Exclusive distributors!

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Construction companies!

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End users!

Way of working before Showpad!

•  Typical Paper Sales Binder tools!

•  Out-dated catalogues!

•  Updates through e-mails & USB sticks!

Business challenges!

•  Make sure that technical and commercial materials are up-to-date and available to everyone!

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Correct dimensions are critical

Business challenges!

•  Align dealer’s sales force in terms of sales arguments and material!

•  Physical meeting with indirect sales force (<1x/year) reduces go-to-market speed!!

•  Printing & distribution of new catalogues is too slow for our fast innovation process.!

•  Harmonize corporate identity and increase brand awareness!

Buying criteria!

•  Intuitive and easy to use (even for non-digital natives)!!•  Multi-platform and multi devices support!

•  Corporate branding of the app!

•  Easy set-up and roll out of the platform with small marketing team!

•  Some flexibility (within a continuously evolving platform)!

•  Reasonable price model!Jean-René Catin (84)

Up to date info!

Platform usage !

Video = top content

Evolution!

•  From only one test market (France) to global roll out (Belgium, New-Zealand, Caribbean, New-Caledonia, Australia)!

•  Leader boards on content usage insights reshaped our content creation strategy!

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Outcomes for Eloy Water!

•  Shortening time spent preparing for meetings!

•  Quickly locate up-to-date content!

•  Sales reps are seen as experts as they can instantly provide the right answer!

!•  More natural conversations!

•  Greater success in closing deals!

•  Gain visibility on content usage on a global basis!

•  Showpad gives control and messaging and branding of the indirect sales force!

•  Harmonisation of the brand in the dealerships with the identity of Eloy Water!

•  Investment in branding during 2 years resulted in re-established market leadership (mature market with 46 competitors)!

FOR SALES FOR MARKETING

Showpad solution - key success factors!

•  Buy-in from users!•  Demonstrate added-value (internally)!•  Internal project manager for activation and

training!•  Start with pilots, and welcome newcomers!•  Empower users!•  Sharing of best practice!•  Tips & tricks!

•  A lot of flexibility inside a generic platform (channels/branding/divisions)!

•  Division – Own dealer content administered by dealership!

•  Statistics on user rate (daily unique users)!•  New functionalities!

ELOY WATER SHOWPAD

Next steps!

•  Eloy Water customers like short and easy to consume video (now also in 3D for installation)!

•  Shift to content that is focussed on sales interactions (ROI calculators)!

•  Further expansion from installation network to maintenance!

Eloy Water!Group!

Eloy Water!Subsidiaries!

Dealerships !or!

Exclusive distributors!

!

Construction companies!

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End user!

Thank you!!

Any questions?!