Ok, so let me back up a minute. What exactly is a pass-through benefit again? PartnerWorld offers two types of marketing benefits, and here's the difference: PartnerWorld Benefits are offered at no cost to you directly through the PartnerWorld program. Pass-Through Benefits are offered via a third party vendor at a discounted rate. There is no direct IBM involvement in a Pass-Through Benefit; the transaction occurs between the Business Partner and the vendor.
Now, back to what I was saying. The new Sales Pipeline Demand Creation benefit is a pass-through benefit, which means that you work directly with a vendor, Frontline Selling
, who helps you pursue leads by facilitating contact with right people at the right time. Frontline Selling believes that just as every business has a sales cycle, they also have a prospecting cycle. The prospecting cycle consists of details like how you find the right person at a prospective customer company and how you share your value proposition with them. If you get voicemail, do you leave a message? What do you say? How long after that message do you follow up?
The Sales Pipeline Demand Creation benefit you master the prospecting cycle. Frontline Selling works with you to set appointments with the right executives at early states of business opportunities, and helps you understand their reaction to key value propositions and speaking points by providing a transcript of your first call with that prospect. The benefit is now available in English, French, German and Spanish.