Wick Hill aims to triple VAR leads

Security distributor launches new online lead management service and reseller microsites to drive sales

Specialist security distributor Wick Hill has unveiled two new initiatives as it looks to bolster revenue and triple leads for its reseller network.

Wick Hill has launched an online lead management service (LMS) and a reseller microsite system - aimed at helping resellers close leads.

The LMS system, which Wick Hill claims is the first of its kind in the channel, allocates leads to resellers, then manages and tracks them, and sends email reminders when it is time to follow up calls or take other actions.

Its microsite system will help VARs conclude leads, Wick Hill claimed. The distributor supplies each reseller with a vendor-dedicated site under their own name, which processes leads from the site to the reseller. According to Wick Hill, the service also cuts down on the amount of time and money a reseller would need to spend on maintaining their own web presence.

The distributor's efforts have have been welcomed by partners.

Mark Vickers, sales and marketing director at VAR Storm Europe, said: “This willl make our life a whole lot easier. Having all the Wick Hill leads online in one place is excellent. It is also extremely helpful to get an email reminder that a lead is due for a follow up call. It’s already improved our ability to deal with leads and will improve our lead to sales conversion rate. It is a very useful tool.”

Tony Taylor, sales and marketing director of VAR Phase CRS, said: "It is great to have everything there online and be able to see it from anywhere. It’s good for the sales guys out on the road because in between meetings they can log onto the Wick Hill site and see what calls are due for follow up.”

He added that the system has also eased the management burden.

“Wick Hill is doing the lead management, which means less work for us. We can focus more on actually progressing the leads and making sales,” he said.