Renewed Focus in Canadian Market

Posted by Mary Sue McClintock on Wed, Sep, 14, 2016 @ 16:09 PM


Over the past several months we have witnessed a substantial increase in the number of partner opportunities coming from the Canadian market. This heightened level of activity has brought about a great deal of excitement and renewed interest, prompting us to intensify our focus and align dedicated resources to help our Canadian Sage partner community continue to grow. This really comes as no surprise, as we have seen a major upswing in the number of recruiting and training management deals across other regions in North America. These opportunities are being uncovered because of an increased need for recruiting (Cyber Recruiter) and training management (Cyber Train) technology solutions that simplify and eliminate the ongoing inefficiencies plaguing talent management processes across organizations of all industries and sizes.

Several of our partners in Canada have recognized and embraced this as a prime opportunity to deliver huge value to existing clients and prospects. They are approaching leaders and knowledge workers in Human Resources to discuss challenges they are facing related to managing the recruiting and training process. Our more proactive partners no longer see these processes as an afterthought or add-on sales opportunity. Due to the significant growth potential that exists, these partners are intensely focused on leading with Cyber Recruiter and Cyber Train as part of their solution portfolio, which are Sage HRMS Endorsed solutions.

Don’t worry if recruiting and training management has not been a primary focus, as there are an abundance of opportunities in the Canadian marketplace to go after! We need more proactive partners asking questions early in their conversations with customers and prospects to identify and uncover these needs. The good thing is you are not alone in this. We have dedicated resources here at Visibility Software and of course through Sage to help.

In fact, Deana Dearry of Sage North America and her team regularly champion Visibility Software, and has been a great asset to have on our side. 

“Knowing I can rely on the Visibility team to swoop in and empower us with their high-level of expertise and  “can do” spirit is such a great asset for our customers and partners – especially since so many of us just aren’t that familiar with all the intricacies of Recruiting/Applicant Tracking and Learning Management! It’s a relief to know when our customers ask the questions, we’ll seem like experts with all the answers thanks to Mary Sue and her colleagues”, said Deana.

Mary Sue McClintock plays a very active role in managing the Canadian territory here at Visibility Software, and prides herself in developing relationships and helping her business partners succeed. As a dedicated resource, Mary Sue helps partners build out an active strategy plan, and is available to help train on how to ask the proper questions that will uncover needs, assist in responding to RFPs, provide product demos, and help you leverage our many marketing resources (whitepapers, email content, product overview collateral, infographics, videos, blog articles).  One partner example, Amanda Scott from The Answer Company, involves Mary Sue on just about every step of a new deal from registering the opportunity and all the stages in-between right through close.

We are excited to about the intensive renewed activity in the Canadian market, and are very excited for the many opportunities to come.  If you need additional information on how Cyber Recruiter and Cyber Train are solving recruiting and training management challenges, don’t hesitate to connect with Mary Sue (click here to send her a message). She is ready to support you and your team with everything you need to provide solutions for your customers, close more deals and generate more revenue. We can’t wait to hear from you!

Tags: cyber recruiter, cyber train, sage hrms, canada, sage partner, customer solutions

Five ways to put your customers’ best interest first It’s the right way to do business – and there’s even a law about it now!

Posted by Mark Jackson on Tue, May, 10, 2016 @ 11:05 AM


You may have heard about the recent change made by the Labor Department affecting how financial professionals handle the dollars they invest on their customers’ behalf. Those professionals must now act in the best interest of their clients. Really? You mean they weren’t?

Shouldn’t all business professionals act in their clients’ best interests – without it being the law? And, just what does acting in a client’s best interest mean? Here are five simple - but often overlooked - ways you can put your clients first. 

  1. Stay connected

We all like knowing that someone is thinking of us – it makes us feel important and valued. While flowers or a foot massage might be a good way to demonstrate that attention for a loved one, for our clients, it might be a regular phone call to see how the business is running, what has changed and what new challenges have emerged. In addition to regular phone calls or email check-ins, it’s smart to implement a solid marketing plan that keeps your firm top of mind and relevant. That marketing plan could include collateral such as a newsletter, user group meetings or webcasts. Communication like this enables you to better able to anticipate an upcoming need and offer your firm’s assistance – before someone else does.

  1. Brainstorm solutions

We’re talking collaboration here. You may be the software expert, but your client is the expert on their business. Work through problems and solutions together – making sure you take the time to thoroughly understand both their pain points and their ideal outcome. As a software vendor, you have access to a large number of solution offerings. If you’re asking the right questions, and listening to your client’s pain points carefully, you’re more likely to be able to recommend the right solution at the right time. By becoming a strategic partner to your clients, you’ll raise the value of your firm’s services, and build long-term, mutually-beneficial relationships.

  1. Speak frankly

You aren’t doing your clients any favors by telling them what they want to hear or making promises you cannot keep. Respect their time, money and technology investment by setting realistic expectations for the solutions you’re proposing and the return on investment they can anticipate. You won’t have all the answers to every question, but if you are honest and candid throughout every interaction, you will gain your clients’ respect. And remember that it’s ok to say no. You can’t resolve every issue they bring to you, and your honesty in that regard will go a long way.

  1. Become indispensable

You become indispensable to your client not simply by successfully completing each engagement you win. You become indispensable by staying out in front of their business – by continually seeking and recommending ways they can leverage software to meet new business challenges.

  1. Remain informed and in touch with current trends, solutions and strategies

The wisest people don’t pretend to know everything, the wisest people are the ones that seek input from others – experts in their respective fields of knowledge, and then distill that information into new ideas, directions and innovation. As a software provider, you generate value for your clients when you bring them new ideas and solutions based on your research of their organization and the available business solutions that overlap with their marketplace. The more problem-solutions you can offer your clients, the higher the value they will place on your relationship, and will always look to you first as their expert go-to provider. Keep in mind that your clients are constantly being bombarded with marketing messages from competing providers offering complementary products and services. If you haven’t been the one to introduce your clients to their options, they may respond to those messages – leaving you behind.

Visibility Software has a flexible and friendly partner program designed to support you in introducing our Cyber Recruiter and Cyber Train solutions to your clients. You can find more information about that program here.


Tags: partner, customer solutions