“A citywide CCTV project can start with a demonstration of just one Viseum IMC camera.” Viseum UK Group President
Nobody likes to lose sales. Especially the larger projects that take many years of prospecting. Viseum disruptive technology has no technical competition. So, when bidding for high-end projects, our technology advantage wins when compared to any other offering. Viseum Certified Corporate Partners work on their identified projects and prospects exclusively with Viseum. This increases project wins and eliminates losing to competing bidders using alternative suppliers.
Buying cultures are different from region to region. Favourite brand names and vendor relationships were more important than product performance and reliability. Demonstrations of Viseum solutions show such technical superiority that using any competitive technology will compromise the customer’s entire enterprise.
Commercial value
Contracts at $32 million in each country with Viseum Certified Agents, Resellers, Integrators, and Distributors. A Government Technology Transfer for countrywide projects is $1.825 billion. The Viseum® Community SafetyWatch® fully automated group-shared CCTV service franchise is $200 million.
Value philosophy
Viseum delivers success for its customers by continuing to innovate and provide customisations for each project. Our project delivery managers are selected for their expertise and skill sets. They will use our latest field-proven know-how, methods, and concepts to exceed the customer’s technical challenges.
Sales demonstrations
Having been equipped and trained to become Viseum Certified Corporate Partners, compelling live demonstrations are given to customers. We frequently find that within the first quarter of exploiting Level 1 of Viseum’s Phased Technology Introduction Programme, the Viseum Certified Corporate Partner can generate its first large-scale project. Our main objective is to ensure they remain the most effective technical support for their customer. To secure their enterprise from terrorism and other criminal dangers. Commitment to this programme is the best way to generate rapid business growth.
Viseum project wins
When customers see Viseum technology and watch demonstrations of it operating live, they are convinced that it delivers the world’s best situational awareness. Each year, Viseum generates more than $3 billion of international business opportunities for its technology. We are on target to more than double this over the next 3 years. To exploit this high demand and optimise delivery, we are selecting strategically located, successful businesses to become Viseum’s Certified Corporate Partners.
Partner selection
Select partners in non-competing regions and industries will have the capability and investment appetite to enjoy the rewards of business development and prospecting. They have the technical infrastructure to promote and support Viseum’s Product Solutions and services. To become certified, we will need to understand the potential partner’s sales and support infrastructure.
Taking the lead in Viseum’s markets, Certified Corporate Partners invest in targeting industries in their country where they are strong. This gives Viseum confidence that the country is ready for the Viseum business. Viseum will then provide sales and marketing support in that country and industry.
To share our business growth, we engage with our network of Certified Corporate Partners with the highest levels of mutual trust. To protect its markets, a Viseum Certified Corporate Partner will be granted the use of Viseum’s international technology brand.
If a live project is not identified, due diligence of the partner’s infrastructure will be needed. This is for them to benefit from installing Viseum demonstration equipment for training, product familiarisation and sales.
Exclusivity sales plan
We will develop a remote training package. During this, we will help develop the partner’s sales plan. All Certified Corporate Partners have a yearly performance-based sales plan:
- The partner and Viseum can mutually develop a sales and marketing plan for their region and industry. This plan will include identified sales prospecting activities.
- Viseum protects all identified prospects and projects. We will give all incoming sales leads to the partner in their industry and region for them to make an action plan to deliver.
- Viseum will only participate with the partner for sales and marketing campaigns in the agreed industry and region.
Sales performance
Performance will be measured each quarter against sales targets. When targets are met, the partner’s target industries can be extended to accelerate further growth. If sales targets are exceeded, the partner’s region may also be extended. If the first quarter’s sales targets are not met, the partner’s target industries will remain focused. This ensures effort is driven to reach expected performance by the 2nd quarter.
To help identify and win Viseum projects, partners must remain persistent in contacting Viseum Pre-Sales Support. For example, a small-sized project bidder followed Viseum’s Sales Processes and Phased Technology Introduction Programme. They formally rejected a tender because of its inferior design. This resulted in generating over $10 million worth of business within 3 months.
Contractual exclusivity
No business is strong in all regions and industries. Also, it is harder to sell disruptive technology without it being available from more than one source. Buying culture will disregard marketing messages if they come only from one reseller. Buyers think, if Viseum has solved all these problems, then more companies should be talking about it. If a contractual exclusivity is required, then this will cost significantly more than our standard certified contracts.
Evaluation, training, and live demonstrations.
When Viseum equipment is delivered to a partner’s site, our technical support team will access the Viseum cameras remotely. Supporting our partner’s engineers on how best to install the system. We will understand the remote site surveillance requirements. We will commission the system and schedule its surveillance profiles for demonstration.
This programme includes basic sales training. We also provide follow-up sales training to drive higher volumes. This includes techniques for lead generation, industry campaigns and best practice end-to-end sales processes.
Regional sales
There are commercial risks in Viseum attempting to develop regions where CCTV is immature. A mature region for Viseum is where low-cost technologies have been exhausted, and Viseum is contacted by its government. When Viseum is targeted this way, it rapidly expands with 100% support from Viseum.
Examples of success:
Anyone else in our partner’s region and industry is our competition. They will lose the business to our Certified Corporate Partner. Examples of results within just one month:
- A Certified Corporate Partner was given local training. They customised Viseum’s presentation to generate 2 citywide surveillance projects worth $61 million.
- A Viseum Corporate Agent used Viseum’s presentation to generate a $54 million safe city pilot installation.
Each of these projects also had IBM and Cisco bidding for this business. The customer rejected them because their technology could not compete with Viseum.
Regional support
When regional sales reach an appropriate level, Viseum will establish a local sales and technical support office. In regions new to Viseum, the selected Certified Corporate Partner will take the lead. Using regional expertise to identify and qualify opportunities for sales, marketing campaigns and exhibitions. When leads have been generated, Viseum will focus on designing each customer’s solution. If needed, Viseum Product Solutions are written into tenders. These projects will be delivered through the Certified Corporate Partner as the prime contractor or the local supplier.
“The potential for Viseum products and services is huge.” (Government security advisors)
Sales support
Each certified partner needs to follow Viseum’s Branding Policy. This ensures the exclusivity programme for the following support services:
Sales support:
- Viseum’s marketing team approves the design of co-production and branding materials. This is for the Certified Corporate Partner’s marketing graphics, literature copy and video production.
- Viseum can eliminate the risk of losing projects by providing direct local sales support. This is for some qualified prospect meetings and exhibitions. This option is only considered when a local partner invests in Viseum demonstration equipment, then the opportunity is qualified for Viseum to also invest.
Product Solution:
- Analysis, advice, and support from Viseum’s government, police and military security and contingency planning.
- Technical support for the types of Viseum Product Solutions that should be proposed.
- Technical support for digital system integration. This includes introductions to Viseum Technology Partners, who have already integrated their digital systems with Viseum.
- Viseum will help determine the stock of Product Solutions and components required for the certified partner’s sales pipeline and end-user maintenance.
- Viseum will remain helping each partner to understand and support their associated sales pipeline. Including projected sales and delivery requirements.