The Thor Group® Tech & Implementation Alliances Partner Program
The Thor Group® Tech & Implementation Partners Program
Thor® was founded in 1975 on the principles of being an asset to technology solution organizations. There are three distinct assets we offer salespeople and their internal as well as partner teams.
- Creative sales tools you can use to uncover both hidden and expressed objections:
- More sales equal more money
- Allows you to get in and out of your installations more smoothly and quickly.
- The longer the installation goes without being up and running, the more time spent by the salesperson and their partner teams which may result in potential reduced earnings.
- Fewer time-consuming character-building challenge calls from difficult installations.
- Allows the salesperson and partner teams to allocate resources towards achieving the next sale/installation.
- Helps create a shorter installation time thus keeping the clients happy.
- May allow salesperson and partner teams to collect money more quickly.
- Help keep customers happy and satisfied
- Happy customers improve opportunities to sell and install upgrades, add testimonial letters, as well as receive referrals to sell to other accounts.
The Thor Group® Tech & Implementation Alliances Partner Program Asset Approach
The Alliance Partner Representative keeps control and introduces us to their client so we may positively address any appropriate resource objections or business conversion concerns. With the Alliance Partner Representative/Partner objectives in mind, our priorities are:
- The Tech & Implementation Alliance Partner
- The representative’s reputation for delivery.
- Thor® in a complementary role to support software, hardware, partners, and the client’s internal staff.
- Make a complimentary cost-effective resources presentation.
- Help the prospect/client feel more positive with the installation/implementation.
- Support the total business conversion from the executive functions to the end users.
- Help the Vendor’s client obtain a greater R.O.I. (for example, besides a lower blended service rate, there was a considerable savings to companies because they were forecasting an 18-monthO.I., and we were able to help them lower it to 12 months).
Sales Objection Curve/Implementation Supported by The Thor Group®
Business Partner Representative Tool for Using Thor®: PR Fuzzy
Definition of PR Fuzzy: With the business partner representative keeping control and setting the priorities the Thor® representative conducts a warm call on behalf of the representative. It is our way of allowing the representative the opportunity to maximize their tactics and strategy with the prospect/client. The PR Fuzzy call objectives include the following three areas:
- Enhance your professional business solution image/offerings with the prospect/client
- Bring you closer to making the sale or having a successful installation
- Give you feedback on possible objections or installation challenges that may help move the process in a positive direction
AND/OR
Business Partner Representatives Use The Thor Group® on a Subcontracting Basis
In addition to working directly with a client or prospect, we frequently subcontract under the Tech & Implementation Alliance Partner. You will like our service rates.
Thor® Business Process and Talent Resources
Professionals provided on a consulting, contracting, interim, direct hire FTE or executive search basis.
- Project Managers
- Trainers
- Regulation Specialists
- Accounting Professionals
- Business/Data Conversion
- Workflow Analysts
- Business Analysts
- SME’s-Consultants
- Change Mgt. Specialists
- Software Developers
- Quality Control Analysts
- Web-Social Media Professionals
- Helpdesk/Network Support
- Implementation Professionals
- Documentation Specialists
- Integration Specialists
- Infrastructure/ Network Professionals
- Mobile Experts
- Cloud Computing Specialists
- Data/ Big Data / Analytics Pros
- Technical Writers
Subject Matter Expert (SME) - Consultant
- Someone who has been through a conversion like yours, System/Industry/Package
- A facilitator who frees core staff to run business as usual
- Interacts with business partner representatives, MIS staff, other consultants and end users
- Provides future business potential
- Provides eyes and ears at the installation
- Discovers needs in other departments
- ore cost effective to use us than not to use us
Why Technology Solution Provider Organizations Use The Thor Group®
Business Scenarios
I. Have you encountered a prospect that totally justified the cost, but says:
- “Unfortunately, we have a skeleton crew, and with the current economy maybe you should come back in eight to ten months,” or
- “We are just not prepared to stop our core business.”
What if you can say:
- “At _______ we have found resources to help you with your backlog, so you can continue satisfying your core business,” or
- “We have found the resources to help you through the conversion at less cost to you that will help you benefit the ROI more quickly.”
II. Have you had an account where you want to sell the latest upgrade, however they tell you they are only utilizing 10% of the current system now?
What if you can say:
- We have found complimentary and cost-effective resources to aid you with your implementation, allow your company to handle mission critical operations, train on the system, increase utilization and manage the project under your direction.”
III. Congratulations, you have the reputation for finding solutions. You are calling on a C-Level and the C-Level has come back and said I am working 15 hours daily; I have a staff overworked and I don’t have the time.
What if you can say:
- We understand you are a key to your entire organization. We have found a complimentary, cost-effective service who knows your industry, your application, your systems and has been through this type of conversion before. They can be your right-hand help under your direction and be an installation support on as needed aide. (C-Level decision maker,) would you be interested?
IV. Has there ever been an occasion where your professional services group has not been able to identify all the talent necessary to satisfy your installations?
- In that instance, you can consider Thor your complimentary resource, thereby enabling you more sales and installation opportunities.
V. Have you encountered a situation where the decision maker is prepared too high?
- Well, Thor offers you the ability to offer competitive blended rates, so you walk away from fewer sales.
VI. Have you had a scenario where the client was ready to pull the trigger if only, they had a controller or an IT leader or a professional_____?
Here you could offer Executive Search or direct hire FTE placement with a service that specializes with your systems and in their industry.
RULES/CONDUIT
How do you work with us?
Let us share with you the rules.
- You keep 100% control of that prospect or customer.
- Never ever have an account call us directly, because we don’t know what your tactics and strategies are.
- When you do call us, if it is not to subcontract under you, we will do a PR Fuzzy, public relations fuzzy.
The PR Fuzzy has the following distinct purposes:
- To enhance your position, your image, to prospect or customer
- To bring you a little closer to making that sale or having a successful installation.
- And to confidentially provide you with any information they give us, to help you tweak your tactics and strategies in this account.
Our Questions to Our Potential Tech & Implementation Alliance Partners?
- Do you see how our services compliment your own?
- Do you see how this can be helpful to you?
- Do you have any accounts in which we could be helpful to you? For example, an account where there are problems of high turnover?
- Do you know anyone that you would like to see at this account that would help you with the sale/installation?
About THE THOR GROUP®
Since 1975, THOR® has helped business partner representatives close business as well as successfully install business systems for executive functions, technical implementation to end user support. Focusing on cutting edge technologies, software, hardware and processes is a key part of the methodology. This unique methodology enables us to provide your clients with cost effective customized solutions.
Contact Information
The Thor Group® • National Practice
Call us at: (877) 846-7477
Email: resources@thorgroup.com
Connect With The THOR Group®
With companies as well as consultants and candidates, we understand today’s job market and hiring environment. Whether you need remote, hybrid or on-site staff, we can help you find the right consulting, contracting or direct hire-FTE professionals. Our niche experts provide personalized service. We utilize the proprietary Thor Task Methodology that aligns with the clients as well as with consultants and candidates to help create win-win situations.
Please complete the form below with your interest if you are a company/employer or a candidate/consultant, and then submit it.
