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How to sell your solution to the big players

July 4, 2018

You probably have a couple of really charming and interesting smaller or middle-sized clients. That's great of course, well done already. But just dream a little bigger and think of a deal with a much larger (international) partner. What would that be like? 

 

Well, sometimes if you try hard enough and you're patient, you can strike a deal like that. We'll tell you how. 

 

Large organisations have divisions all over the world. Often these suborganisers are very independent. They follow the overall guidelines but take up their own partnerships and suppliers. This way they can close their own deals and agreements. This decentralised system, however, might not be in the best interest of the overall organisation. 

 

 

To strike a deal with a major player, you have to clarify the advantages:

  1. More volume, interesting prices
    Having the ticket sales centralised will enlarge the volume massively. The higher the number of tickets, the lower the fee per ticket.

     

  2. More consistency
    By creating a unified way of working, a higher standard is preserved. This will enlarge the brand quality and general appearance. 

     

  3. More data
    Having only one database is, in this world of data gathering and insights, a major advantage. By analysing the visitor's behaviour, preferences and habits, valuable knowledge can be gathered. 

     

  4. More value for the ticket buyers
    No matter for which event they will buy tickets, everyone will follow the same purchase flow. This creates a reliable consistency that ticket buyers appreciate. It will enhance the feeling of being a part of a bigger 'fan family' which ties them stronger to the organisation.

     

To offer an interesting deal, your platform has to comply with some of the special necessities that come along with being an international big organisation:

  1. White label 
    Having "consistency and a better general appearance" as an advantage means that the solutions need to appear as their "own" platform. Not only logo's, colour schemes and certain vocabulary in the front and back-end have to be in line with the organisations' look and feel. Also, the architecture itself(with there own URL's, payment provider licences, and tools) should be adapted to their standards. 

     

  2. Channel and sub channels
    Even though they might centralise their ticketing system, that doesn't mean there will no longer be separate, independent or local organisations. The platform must have a way to deal with the requirements to set up an organisational chart with a "parent" channel and separate subchannels, each with their own user rights and restrictions. 

     

  3. Translations 
    With an international public, the ticket flow has to support translations, so every ticket buyer can do the purchase in his own native language. You need to be able to gather customer data in the desired languages.

     

  4. Different distributions
    Selling tickets through different partners also means the need for several distributions so they can keep track of the success of each channel. With the insight into the data, they can grow their revenue and market share.

     

  5. Customizable
    A customised buying process, potentially based on marketing automation triggers, is a real added value. Make sure your platform can link modules by paths with rules based on IF This Than That logic (AND, OR, NOT)


So now you're ready to go!

 

Need some assistance? Our platform can handle the necessary features so we're happy to help

 

Not sure if the big players are for you though? Here you can read some other tips on finding new clients in a crowded ticketing market.

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