Partnership Program
The Process
IBP Partnership Economics
Partner Selection Criteria Overview
Partner Evaluation Criteria
IBP Induction and Client Handling
   Process
 

FCS is looking to team up with Independent Business Partners (IBP) who will help us grow our business by bringing their rich sales and marketing experience coupled with their local presence and market knowledge. FCS’ aim is to have a long-term association with individuals/companies who focus on specific geography/verticals and have rich business development experience in the IT domain.

The IBP will help FCS with their local presence and rich business development experience to:

  • Identify and Create new opportunities
  • Build Relationship
  • Close deals

Independent Business Partner’s role is to help FCS with their local presence and rich IT experience in identifying and creating new opportunities. The partner will also strive to maintain and develop relationships with potential clients and to close deals with them.

FCS will provide the training to the IBP, provide complete back-end infrastructure support, marketing collateral, technical presales support, solution defining, estimation, architecture and execution.

 


The Process
IBP identifies an opportunity and either directly or with the help of FCS positions the solution.
The IBP’s role will be to:
  • Maps the Account
  • Develops the relationship
  • Qualifies the lead
  • Understands the decision making process
  • Closes the deal
  • Once the order is closed it is given to FCS for execution

Once the order has been executed, the IBP helps in payment collection and gets its check immediately thereafter on pro-rata basis.

All presales and technical help is given by FCS, in terms of
  • Telecalling
  • Generating right person database
  • Demos
  • Presentations
  • Marketing collaterals
  • Project estimation and proposal
  • References

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IBP Partnership Economics
IBP
  • Once a sales is closed, then FCS will give the transfer price and IBP advices on end price that should be quoted to client.
  • Difference is earned by IBP as commission
 FCS
  • FCS bears all costs related to marketing collaterals, technical presale and infrastructure to architect, support and execute the projects

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Partner Selection Criteria Overview
FCS is looking for individuals or organizations that:
  • Have strong focus on specific verticals or geographic markets or services complementing ours.
  • Carry a rich experience of positioning IT products or services.
  • Have good market knowledge.
  • Have reasonable technical knowledge to discuss the solutions provided by FCS for the prospects.
  • Are target oriented with firm commitments to meet FCS business expectations.

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Partner Evaluation Criteria
FCS has a simple two-step process for IBP evaluation:

Step One :
Prospective IBP needs to send the following documents to help FCS do a preliminary
scanning of their candidature :
  • IBP evaluation Form
  • Last 3 years of balance sheet in case of organization
  • Business done in past three years - account-wise details
  • Business plan for next 1 year as IBP
Step Two :
FCS will shortlist the candidates based on the above documents and will arrange for a
conference call wherein FCS will:
  • Run the partner through the details of the program through presentations and
    a virtual tour of our facilities.
  • Understand and match the mutual long-term expectations, growth plans and cultural and process fitment.
  • Discuss the business plan and go-to-market strategy.
  • Discuss, if needed, a visit from FCS side or from prospective IBP side to carry out the required due diligence before engaging into this strategic relationship.


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IBP Induction and Client Handling Process
Once the above process is over:
  • FCS and IBP will:
    • Sign standard FCS partnership agreement
    • Develop a joint marketing plan to set short- and long-term goals
  • FCS will begin the process of identifying in-site team members to support IBP.
  • FCS will then begin the formal training process for the partner and the sales support team of IBP.
  • Once the IBP and its team is ready with techno-commercial knowledge, FCS will help shortlist the target market database along with the partner and flag-off the sales process.
  • Telesales team will help fix up appointments under the guidance of IBP and will provide necessary collaterals to the end customers.
  • IBP will take the help of FCS technical team for solution architecting and presales.
  • Once partner has formal meeting with the prospect, in consultation with him, the commercials are worked out. The techno-commercial proposal will then be sent to the client.
  • IBP then takes full control and closes the deal.
  • IBP facilitates collections as per the agreed terms and conditions, once milestones are reached.

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