Our product specialists are an essential part of the value-added approach we provide to our partners. As you may already know, we take our work seriously at Brigantia and provide not only high-quality products but also a unique value-add to our partners. Our product specialist team is critical in developing trusting relationships with our vendors and partners, and they use their expertise to provide top-tier sales support.
In this article, we'll explain what it means to be a product specialist and why it's such an important part of our offering
Becoming a product specialist
Our portfolio is comprised of carefully selected vendors. Our rigorous selection process earns the trust of our partners and establishes us as a leader on all thing’s cybersecurity. The next step in this offering is our product specialists. When a vendor is chosen to be a part of our offering, we begin working on the product's launch. We could choose a vendor, launch immediately, and then focus solely on sales, but that's not how we do things at Brigantia.
Our product specialists are experienced in selling technical solutions and are at ease discussing technical details. It is essential for our product specialists to be able to present confidently, both virtually and in person. We want them to take pride in their work and the relationships they build. There is no script, and they are not just trying to sell; they are skilled individuals who create their own presentations based on their knowledge and experience.
Before a product launch, one of our current team members or a recruit will be designated as the vendor's product specialist. Being a specialist does not happen overnight, and because it is such an important part of our process, we will not schedule a launch until a product specialist is ready for that vendor.
Before a new product launch
Depending on the vendor and the product, it can take a couple of weeks or more for our specialists to get up to speed on a product. They receive intensive training from either an existing product specialist or the vendor themselves. Training covers all aspects of the product, from technical to USPs, as well as gaining an understanding of similar products on the market.
Training time is important, and we’re happy to take the time for our team to be ready. At the end of the day, our partners and vendors have trust in us for a reason, and that’s because of the expertise and professional approach we take to the products we sell. In many cases, the first demo a prospect attends will be the first meaningful interaction with Brigantia, so we take our time getting to understand our vendors and their products. When the first demonstration on a new product is successful, it makes it more likely that partners will understand the value we offer and will want to see what other products we have to offer.
After the launch
The introduction of a new product is the first opportunity for a product specialist to make an impression. It's the ideal discussion platform, and it perfectly leads into the follow-up conversations the specialists will have with partners after the launch.
Product specialists are dedicated to being the product's go-to point of contact for partners. They are available to provide demonstrations and assist MSPs and internal account managers with the sales process. Depending on the vendor, some specialists will provide five or six demos per day in between communicating with partners.
We take great care to strike the proper balance between the volume of demos and the aftercare process. Our experts aren't just selling a product. They provide a comprehensive package of ongoing support to our partners, which is why we have a solid reputation for trust based on our team's secure technical knowledge and superior support.
Product specialist aftercare
Previously, there would have been one specialist for a product; however, as we have grown, we are transitioning to having multiple specialists dedicated to a product to ensure we continue to lead with our value-added approach. Current vendors, such as Heimdal and Keeper, have this capability, and others are not far behind, benefiting our partners in terms of increased demo capacity and ongoing support.
Existing customers value our honesty and transparency when it comes to the products we sell; our team is not just there to make a quick sale, but to add genuine value. If our specialists believe a product is not suitable for a customer, they will inform them. This adds to the trust our partners have in the team.
When it comes to support, we take the same approach. Our product specialists are knowledgeable and can assist with a variety of issues; however, if a technical issue arises that is beyond their scope of expertise, we escalate it to the next level. This process is quick and efficient because of the good relationships we build with vendors and partners, and it continues to support the customer in the best way possible.
Keep an eye out for future articles, in which we will delve deeper into a product and its specialist.
