Digitek’s Aaron Dyck Talks Partner Pro and Other New Initiatives

Aaron Dyck

(Editor’s note: The September feature in ENX is “Diversification in the Supplies and Aftermarket Markets.” That’s the theme for this month too in ENX/The Week in Imaging. Throughout the month we’ll be presenting complementary editorial that delves deeper into how various suppliers and wholesalers are broadening their product offerings. Our conversation with Aaron Dyck offers more detailed information on the new programs and solutions available from Digitek Computer Products that didn’t fit into the September feature because of space limitations.)

The exciting news from Digitek Computer Products is the upcoming October launch of its Partner Pro solution, a suite of business growth solutions for the company’s resellers. “It’s built on sales training, marketing tools, and ongoing resources to help them stay ahead of the industry’s best practices and updates,” explains Aaron Dyck, senior director of solutions sales. “We’re investing heavily in the dealer community and want to bring the industry’s first single sign on access to everything they need to drive revenue for their business, from sales to operations, to marketing.”

He emphasizes that this is not a one size fits all. “We’ll create landing pages based on the products and solutions they’re selling, drive traffic to their Website, and help them capture who actually comes to their Website and bring in more leads to their business.”

The inspiration for these new offerings is a shifting industry and the emergence of Managed Print, Managed IT, and document workflow.

“We recognize an opportunity to help our customers streamline that approach with their business,” says Dyck.

Partner Pro is actually four solutions. The first is a 10-module training platform on how to sell solutions.

“It doesn’t matter what they sell, hardware, products, water, whatever, we’re going to help them step into solutions selling 2016, how to prospect, how to engage, how to present, how to overcome objections, and that’s on demand video based that they can scale across their entire company or companies,” says Dyck.

The second piece is an online MPS management services training platform that’s designed to help sales reps elevate the perceived value of Managed Print to the decision maker as well as help them challenge the current state of MPS and branch out into more profitable aspects of their Managed Print solution.

“We mapped out the content that we married up with videos, site sellers for the field, and brochures to communicate their MPS value proposition, again all accessed through one single site,” says Dyck.

The third component is an eight-module, video-based Managed IT sales training platform focused on taking that mainline sales rep that sells a lot of things and helping them identify Managed IT opportunities for their subject matter experts.

“We know subject matter experts are expensive and we want to make sure the opportunities these folks bring forward are qualified correctly and fit the need of what they’re looking for,” states Dyck. “We’re agnostic, we want to compliment their back end infrastructure whatever that is, and give them a repeatable training platform across all solution lines that help them go to market and creates continuity within their business. We’re in the business of helping our customers grow and the more business they close the more products they buy from Digitek. If we can help them do that we can leverage their spend to offset these services.”

The last piece is Inbound Marketing that helps customers leverage social media in their marketing efforts. Dyck anticipates this will help reduce sales rep turnover. He identifies lack of education, lack of interest, and lack of success as some of the reasons for this turnover. With the Inbound Marketing program Digitek manages the reseller’s social media channels, sets up the content, does Website design, and tailors all that information to the dealership.

“One of the ways to keep sales reps is to help them with the training as we discussed, but the other aspect is to help bring them warm opportunities to help bring them leads,” states Dyck. “So they’re going to make the outbound calls and the things they need to do to be successful, but as an organization if you can bring opportunities to your sales reps you’re sales rep retention would be a lot greater and your sales cycle time a lot shorter.”