PENTAIR

The minerals, organic matter and other particulates found in water significantly impact the quality and taste of food and drink as well as the performance and longevity of expensive water-using equipment. Yet many foodservice professionals don’t understand the importance of managing their water quality through filtration, reverse osmosis and softening. Pentair has set the standard for foodservice water quality for more than 85 years, so we used their deep expertise to educate their channel partners how to elevate conversations about water.

Foodservice dealers and distributors sell a wide variety of products. This information-overloaded channel needed help to speak the same language as a barista who requires an exact blend of water to brew the perfect cup of espresso. Or a restaurant owner who needs to meet a certain water specification for their steamer to be covered under warranty. So we built more than just training and educational materials. We also created turnkey content that could be used in customer meetings to position the channel partners as subject matter experts.

We created more than 10 sales enablement materials that each served different purposes. Some were purely educational to help the channel quickly learn more about the importance of water. Other materials were selling aids, offering a plug-and-play solution for in-person meetings with customers. And some materials were pass-along, providing the channel with an effective leave-behind strategy. It was a highly thoughtful and impactful program designed specifically to enable Pentair’s channel partners to simplify a complex sale.