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Launch of new channel program

Challenge
With a large percentage of Sun’s customers coming through the channel it was important for Sun to continually evaluate how it works with the channel and the tools and support it provides.  As a result it launched the Sun Partner Advantage program (SPA).  The challenge was how to communicate the changes to the channel program and ensure that each partner was aware of what was available to them.

Solution
n2n Communications developed a comprehensive partner, channel and media communications plan to support the launch of SPA, it included:

  • A phased approach to media relations ensuring that all aspects of the program were covered without confusion
  • Ongoing pro-active and re-active media contact
  • Developing a Service Provider guide in plain English
  • Developing supporting materials such as news releases and fact sheets
  • Drafting articles to be included in Sun’s customer and partner newsletters to highlight the features of the new program
  • Working with partners to secure supporting comments for use in partner communications and media interviews

Results
The comprehensive communications plan enabled Sun to reach all its partners and customers from many angles.  Regular, positive articles on Sun’s Channel program were covered by ARN, CRN, The Channel and Reseller News during the roll-out of the new program.  All updates to the program have also been covered by the channel press.

Sun was also able to recruit new channel partners with a focus on value-added solutions and an increased satisfaction among existing partners was evident with new reward program.

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