The 5 do’s when becoming a Boltrics Partner: think globally, act locally
26 August, 2021
6min. reading time
Bonjour, Cześć’, Hola. Already three different ways to say ‘hello’ in three different languages. Even with possibilities to find common ground in communicating with people across our borders, we still face difficulties in understanding each other sometimes. Sure, the language we mostly communicate in internationally is English, but it saves us all a lot of time, effort and energy when we communicate in our own language instead. At Boltrics, we have completely integrated this in our international strategy: think globally, act locally. But language is not the only reason we work with our partners. So, why have we decided to work internationally with partnerships? And how are partners key to our international strategy?
Boltrics’ partner strategy
For years, we work with a local partner strategy. That means, we do not sell our product in foreign countries ourselves, but we find motivated Microsoft partners to do it with us. This strategy, and the partner base we currently work with, has not become successful overnight, I can tell you that. One of the reasons for this is that we have adopted a unique implementation strategy, which has proven to be successful for us. This strategy requires rigorous changes in mindset of our partners and approach towards the market. Before partnering with Boltrics, most of them were more traditionally oriented. Some even had what we call a “dinosaur approach”: offer as much services on billable hours. Not that we say that doesn’t work, but without a doubt, this is a big step to our margin per day approach. However, that we will discuss another time. For now, we stay with our partner strategy.
Why work with local partners?
Market research shows that working with local partners has major advantages. For example, a local partner has shorter travel distances and travel times, which will make a significant difference in travel costs. This translates to lower costs for an offer or quotation.
Furthermore, a local partner is aware of the local cultural customs, speaks the local language, and can be of great value regarding rules and regulations. Especially when it comes to risk avoidance.
Besides location and culture, we see a third huge value: marketing. Although the world seems to be getting smaller and smaller, local marketing can be of great added value when entering a local market. For example, local needs or requirements can be followed up to very quickly. The Brexit, adjustments in European regulations, a change in NAFTA, there is plenty of local changes that have impact on specific countries or areas.
What to do to become a successful partner?
As you have read, being a Boltrics partner might be a big change. However, with the five do’s we have set based on our successful partnerships, you will be on route to your own success as well.
#1 Stay focused
During the onboarding process you will draft up a business plan to approach your local market. In this business plan you will set targets, but also define how the market is structured and what the opportunities are. You will select the “sweet spot”. Is it WMS, TMS, or FMS, or maybe a combination? There are many key differentiators to consider. But when you have selected your target: stay focused and stick to your goals. Getting lost because of a single sales opportunity just outside your target, is the cause of many lost (promising) partnerships in any business.
#2 Assign a Boltrics Team
Our most successful partners have their own Boltrics branch. Some have even created a whole new company assigned to 3PL Dynamics product and services. You may think that this is quite a large step, or maybe even a gamble. However, there is no reason to be scared or worried. When becoming a Boltrics partner we immediately start a project with you as a local partner. This forces you to assign a team that needs to contribute to this project. When this project is successful, you only have to add people and resources to an already operational team, and your Boltrics branch is born.
#3 Set up a proper marketing machine
As a Boltrics partner, you do not only sell a product. You propagate the entire Boltrics philosophy. Therefore, we communicate the same message, only to a different audience. To help you do so, you have the possibility to use all available (translated) marketing material we already have. This will help you to stay in touch with your customers, find new leads and share content with your prospects. All with the goal to gain new business and live up to your targets.
#4 Deliver on what you have promised
At Boltrics we hold our key values close to our heart. As a partner, we encourage you in adopting these values. By doing this, you will never have to look over your shoulder, but you can look to the future. In this future, you will be able to say that your customers have gone live successfully, and that they are fond of their new product and your successful implementation.
#5 Stay on schedule
Once we have started to roll, we need to keep moving. In doing business but also focusing on smaller details, as implementation projects. Therefore, stay on schedule and beware of the risks of your implementation. As a Boltrics Partner, we want you to adopt our Fixed Price, Fixed Time philosophy. In order to make that work, you will also need a steady flow of new repeatable project deals. So, while implementing a new customer, keep one eye on the future and where you have planned to go.
What’s in it for me?
All five do’s entangle each other in becoming a successful partner. Focus on your newly appointed Boltrics 3PL team, and the first challenge is overcome. A focused marketing strategy will help you gain business and fill up your sales pipeline. By staying on schedule and delivering what you have promised you will end up with a customer base that is happy and more than willing to be your reference. That means, you are not only a successful Boltrics partner. You are the success.
Do you want to learn more about our unique approach? Please contact me, Frans Kurvers (Partner Manager at Boltrics). I will be happy to talk to you, while enjoying a virtual cup of coffee.