Partners are strategic – due
to the importance placed this we have a program outlining
our approach to partnering. The program is ‘Icecap’ – Iceware ® Certified
Alliance Program.
Why
Icecap?
Icecap provides a guideline to our team on
how we co-operate with our various types of partners. This
ensures partners are treated equally and professionally
at all times.
Icecap Partner Benefits
The major advantages in becoming an Iceware ® partner
are:
Marketing
The largest percentage of all our sales and marketing
effort will be directed at establishing and supporting
the Icecap i.e. our Iceware ® partners.
Marketing programs will be produced in conjunction with
partners.
Every opportunity to promote the relationship will be
explored e.g. joint seminars, exhibitions, conferences,
advertising and mailings.
We will pro-actively take part in lead generation
for and with Iceware ® partners.
Sales
We will be actively co-operating in sales activities
with our partners to generate revenues for them and ourselves.
Our sales efforts in no way compete with our partners
as the strategy is for us to provide the core enabling
accelerator technology, products and directly related services
(if required).
Our partners will provide all the domain consultancy,
integration, applications and tools to arrive at the customers’ business
solutions.
Technology
Our technology will be the key differentiator for our
partners.
We will work closely with all our partners to highlight
where Iceware ® related opportunities can be developed
within their customer base.
Our partners will be encouraged to set up an Iceware ® competence
centre and we will provide the partner with the necessary
licences and support services to do so.
The competence centre will not only make Iceware ® skills
readily available within the partner organisation but will
also provide our partners’ sales force with focussed
demonstration and benchmarking facilities.
