eGranary Digital Library Field Associate Program

eGranary Digital Library
Field Associate Program

The WiderNet Project seeks candidates for a Field Associate (FA) pilot program.

Opportunities will be offered to a select number of people in developing countries.  To become a candidate in the FA program, one must possess the following skills:  information technology and networking skills, digital information management skills, and excellent interpersonal skills.

A.     THE ROLE OF FIELD ASSOCIATES

The FA provides our subscribers with a level of professional service, security, and trustworthiness that makes implementing an eGranary Digital Library at their institution less stressful and more successful.

FAs provide pre-sales advice, on-site installation, and hands-on training to their subscribers, as well as follow-up with updates, usage reporting, and ad hoc training.

A WiderNet FA has the opportunity to build an honest career earning commissions on training, sales leads, installations, and support.

Types of benefits an FA receives by being associated with the WiderNet Project:

• receive sales leads from WiderNet;
• direct access to a variety of marketing tools, technical support, as well as technical and professional development resources;
• earn extra income from commissions on sales;
• earn income as approved installer;
• ability to generate additional non-eGranary sales and support business with their newly acquired customers;
• opportunities to represent the eGranary at conferences and trade shows; and
• opportunities to earn more by training new FAs.

B.      THE PROCESS OF BECOMING A FIELD ASSOCIATE

STAGE 1:  Application Procedure

1. Complete the on-line Field Associate application form (http://www.widernet.org/digitalLibrary/eGranaryFieldAssociateProgram/FieldAssociateApplication.asp) with your logistical information & CV.
   Include name, address, phone number, and email address.
   Include 3 references (name, phone, and email address).  At least one should be from an academic institution and one from a prior work experience.  We want to hear from previous customers and employers.  We will not accept parents, friends, co-workers and/or ministers as a reference.
2. Interview with in-country WiderNet affiliate or via Elluminate with U.S.-based WiderNet staff.
3. Complete an eGranary FA Program on-line interactive training session with WiderNet staff.  Training will focus on program details and responsibilities.

STAGE 2:  FA Candidate Status

1. WiderNet provides candidate with an authorization letter in order to market the eGranary Digital Library.
2. FA Candidate markets eGranary and completes three or more successful eGranary installations. At this point, the FA Candidate is independent in marketing the eGranary and installing it.  No commission will be paid.  However, the FA Candidate will acquire $100 incentives for each of the three or more installments as follows:
   1. $50 for each installment after WiderNet has been contacted by the eGranary subscriber that the install was successful.
   2. $50 for each installment three months after installment and the subscriber is still satisfied.
      The FA Candidate may choose to have incentives held in an account to cover the cost of a $600 eGranary promo kit.  This promo package will be necessary for marketing and providing information about the eGranary to potential customers.
3. The FA trainee conducts additional sales, and completes on-line technical and customer support training.

STAGE 3:  Field Associate Status

1. The Field Associate title is earned after three or more successful eGranary installments and the satisfactory completion of on-line training program.
2. FA must purchase a Field Associate Promotional Kit for $600.  This kit includes a demo USB eGranary, marketing portfolio, promotional material print-outs, pens, and buttons.  (Actual value, over $2,000.)
   The FA incentive account of $300 will be applied toward the purchase of the FA Promo Kit with the FA paying an additional $300 in cash.  (Or the FA Candidate can install more sites and continue to have their commissions “banked” towards the purchase of the FA Promo Kit.)
3. FA will receive Field Associate Product and Service Sales Commissions.

*Originates means the FA independently identified and contacted the potential subscriber.  (Versus WiderNet providing the FA with a sales lead.)

**Closes means the FA played a role in promoting the sale.

 ($150 will be paid up front and $100 will be paid after 6 months when the customer responds positively to a customer satisfaction survey emailed from WiderNet and usage data has been sent to WiderNet.)

***Field Associate and WiderNet together determine travel reimbursement rates for site installs outside of the FA’s base of operation.  FA and WiderNet will develop a “rate card” to identify fees to be charged depending on the customer’s location.

     4.   All commissions and fees are paid directly to FA from the WiderNet office through an arranged account.
     5.   FA has responsibility to retrieve usage data (logs) from customers and forward them to the WiderNet office on a regular basis.
     6.   It is expected that FAs will provide, at a reasonable cost, on-going service and hands-on training to their customers and will keep the WiderNet Project informed at all times of any problems or important information.
     7.   All training and technical services provided as a WiderNet FA need to be reported and documented even if billed locally.

C.      WIDERNET’S EXPECTATIONS OF A FIELD ASSOCIATE

The FA should:

• represent the eGranary Digital Library, the WiderNet Project, themselves, and their services in the highest professional manner in both appearance and demeanor. 
• communicate early and often with WiderNet Project staff regarding matters of sales and technical support.
• carry out all transactions in an open and transparent fashion using the procedures and systems provided by the WiderNet Project.
• remain engaged in the ongoing discussion of how to improve our services to better serve our customers.
• provide quarterly reports to WiderNet Project. (Due January 1^st, April 1^st, July 1^st and October 1^st. )

One of our organizational principles is to “over deliver.”  FAs are expected to follow this code.  To begin with, we do not promise what we cannot deliver.  Then we pledge to deliver products and services that give our subscribers the greatest return on their investment.  Then we add 10% on top to ensure everyone’s happiness.

Some basic ground rules:

• we never try to sell the customer more than they want
• we always present them with a range of options
• the customer is always right

The key to success and satisfaction in all of these areas is excellent communication.

REVISED: 55:09:12Mar 12, 2012