Symantec wanted to generate demand in the vast, fast-growing market of small and midsized business and their channel was the best way to reach them. The company needed sales tools to educate channel partners on the solutions and how to sell them.

Here was the challengeSymantec was looking for ways to build sales for products from Symantec and Veritas that were integrated for the first time. They also needed to articulate the selling motion to their partners while enabling partner success and revenue growth desired. Amidst the merger with Veritas, the company also wanted to reassert their commitment to understanding, supporting and enabling channel partners.

So how did they address it?As one of their channel enablement strategies, the company decided to develop a playbook to illustrate how the two flagship products fit into the overall midmarket value proposition as well as to provide guidance for optimizing critical steps in the sales process.

What did Pearson & Co. do for Symantec? Pearson & Co. helped enable their channel partners to sell Symantec’s leading Windows data and system protection solutions designed for the midmarket. First we interviewed product managers, sales reps, and domain experts to identify sales dynamics, common customer triggers, and potential hurdles. Then, we crafted a playbook that outlined the market overview, customer pain points, and how the solution fit into Symantec’s overall story. Most importantly, we developed four step-by-step selling scenarios to demonstrate how to build interest and manage objections. And to tie it all together, we helped Symantec spread the word about the playbook via an integrated multi-touch campaign to promote the new sales tool to channel regional audiences.

What happened?This sales enablement tool not only exceeded expectations, but it turned heads and proved to be an adaptable approach that could be used by channel partners.

Now, here’s what YOU need to do.If you want to equip your field to sell solutions and up-level their sales conversations, call Jenée Gatto today at 408-540-5305. Or, if you’d like to explore additional best practices in sales enablement and demand generation visit us at www.getpearson.com.

Symantec SMB PlaybookCASE STUDY #7

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We develop contextual selling tools and content marketing programs that are considered best in class, with messaging that sharpens differentiation, play books that improve sales performance, and content marketing programs that deliver results. We help companies harness sales leader knowledge and apply rich insight about customer drivers and market realities in tools and programs that drive measurable change, often in less than 90 days.