Eaton continues to adapt to ensure partner success

Oct 6, 2020

Among the many lessons that have been thrust upon us over the past several months, one of the most valuable has been learning to roll with the punches. Throughout 2020, the ability to adapt to continuous, unexpected (and often unwelcome) change has been a cornerstone to achieving successful business outcomes. With that in mind, Eaton has been continuously striving to make adjustments, both in how we relate to our channel partners and the tools we provide to help you interact with your customers. With so many resellers working remotely and unable to travel due to the coronavirus pandemic, Eaton recognized the need to think outside the box. The result? We've seen our channel business grow over the past four months! We attribute this welcome outcome to some of the advantages available to our valued partners, such as:

Multiple Eaton touchpoints

Despite COVID-19 restrictions, Eaton has found new ways to connect with our partners. Because our high-touch business model has always been focused on relationships, our resellers know exactly who to turn to for support on a daily basis. Unlike many of our competitors, Eaton provides partners with a dedicated account manager in the field, as well as inside sales engineers and other care team members available for support, including helping to quote complex projects or assist with technical specifications. By leveraging technologies such as Zoom and WebEx, our team has been able to maintain close relationships with resellers over the past six months, despite significant travel restrictions.

Virtual power assessments

In an effort to help bridge the gap between partners and their customers when face-to-face interaction is not possible, Eaton has also been offering free virtual power assessments. A $1,500 value, the virtual review includes mapping of electrical infrastructure, load calculation assistance, and an examination of new UPS technologies and how to effectively and efficiently implement them. Members of Eaton's internal team work with channel partners to complete virtual assessments with the end users.

In one instance, an Ohio community college asked Eaton to conduct an onsite power assessment in conjunction with a campus-wide power management equipment refresh. However, due to COVID restrictions, Eaton proposed a virtual assessment instead. During a recent WebEx video call, two of the college's IT managers took Eaton's Partner Development Manager Matt Cloutier and Application Engineer Josh Ivens on a three-hour campus tour. “They proceeded to be our eyes and feet and walked us through the various parts of campus, from data center rooms to network closets,” Cloutier recalls. “It took us approximately three hours to capture all the necessary data but everyone agreed it was well worth the time!” Following the call, Eaton helped the reseller build out a comprehensive bill of materials, with the college now preparing to complete the purchase process.

More power in half an hour

In yet another effort to increase engagement and communication amid limited in-person opportunities, Eaton increased its Power Half Hour sessions from once a quarter to two per month. These easily digestible mini-training modules have tackled a number of timely relevant topics, such as cybersecurity, lithium battery technology, and remote network management.

Upcoming Power Summit

Finally, due to the ongoing threat from the coronavirus pandemic, Eaton is bringing this year's Partner Summit to you. Originally scheduled to be held in-person in Ft. Lauderdale, the event will now take place entirely online Oct 21-22. Resellers looking for more interaction will enjoy the opportunity to engage with Eaton executives during the summit's four live sessions, with topics slated to include an executive session, product roadmap, Intelligence platform update and channel program overview.

We'd love to see you at our Virtual Summit - October 21-22, 2020

Click to watch recordings of the Summit Sessions