Computer Market Research presented this presentation given by Mike Dubrall, Managing Partner of The Gilwell Group to Channel Managers and Partners looking to obtain a competitive edge using Web 2.0 technology. CMR provides SaaS expertise in channel data management which allows partners and manufacturers to make better sales, marketing, inventory management and financial decisions

1. Computer Market Research The Leader in Channel Data Management Presents “Channels of the Future: Web 2.0” Using Social Media to Maintain a Competitive Edge Presented by Mike Dubrall, the Gilwell Group, May 6, 2009 COMPUTER MARKET RESEARCH provides expertise in channel data management which allows partners and manufacturers to make better sales, marketing, inventory management and financial decisions . CMR offers a wide array of SaaS products including Co-op/MDF, Channel POS and Inventory, Deal Registration, Opportunity Management, Special Pricing Authorization and Salesforce.com integration. 3545 Aero Court - Suite C - San Diego, CA. 92123 | Phone: 858-279-6668 | Fax: 858-279-6686 | Toll Free: 877-CMR-6661 www.computermarketresearch.com

2. Channels of the Future Discussing Web 2.0 impact to the value chain If you are not already active in the various spaces, you may find it interesting to follow: MIke Dubrall on LinkedIn @ MikeDubrall on Twitter Channels of the Future Group on LinkedIn

3. Michael Dubrall Managing Director Gilwell Group, LLC Gilwell Group provides research, consulting, and enablement services to help organizations measure, manage, and improve partnership productivity through the use and understanding of next generation products and tools. “ Channels of the Future” Community for Partner Managers www. Gilwellgroup.xeequa.com Channels of the Future Research Service (Vendor and Reseller surveys) Channels of the Future Consulting (Community Development) Social Media Education for Vendors and Channel Partners

5. Partner Execution Whole Product Partner Management Sales Management Partner Marketing Communications Infrastructure Objectives Traditional Channel Growth Framework Territory Management Go-to-market Strategy

7. Social Networking is as old as civilization. It involves the sharing of information among friends/acquaintances to socialize, discuss topics of interest, reduce risks, and make more informed decisions. Social Media is how the internet has changed social networking. It includes the use of Web 2.0 tools like blogs, wikis, video file sharing, and social networking sites like Facebook to expand the reach of social networking and more effectively capture and share relevant information. (Matt Goddard, R2i.ntegrated.com) On-line Communities combine many social media capabilities in one secure place to facilitate communications, collaboration, and networking for social, educational, or business purposes “ Social Media is the collection of tools and online spaces available to help individuals and businesses to accelerate their information and communication needs.” - Axel Schultze Earlier today I was once again asked to wrap a neat definition around social media. It seems increasingly hard to do this without sounding like a bit of a tool. Chris Lake on eConsultancy

8. Social Media Value Pyramid Social Media Impacts All Levels Of The Value Chain Technology vendors must adapt their channel programs in response to the availability of Web 2.0 tools/technologies.

9. On a 1-10 scale, how active are you personally on the following social media sites? IT vendor employees are more active on-line. (Partners were asked this same question in a monthly survey.)

10. Awareness Magazine, 9/08 The speed of acceptance for social media is staggering. 400 M social media users 75% of adults now use Social Media to connect with each other. Forrester Crossing Over Into Business

12. Entire Ecosystems have developed around the most popular sites pwytter Twitterholic.com CNN has almost 1,000,000 followers 50 Great Widgets For Your Blog 40+ Tools For Google Calendar SKYPE TOOLBOX: 50+ Enhancements for Skype GMAIL TOOLBOX: 60+ Tools For Gmail

16. Meetups 964 in Santa Clara

17. SlideShare

18. SlideShare

19. Flicker Posting photos for tech support and on-line use EMC = 18,639 on Flickr Hewlett Packard = 43,507 Microsoft = 211,098

21. Scribd - Posting documents for on-line use

22. Podcast (Podcastalley) Posting podcasts for easier access

24. Facebook

25. Facebook

26. Personal Branding on Facebook

27. MySpace

31. Twitter

32. Twitter

33. Twitter

34. Twitter

40. YouTube Videos, Channels, Playlists IBM – almost 10,000 videos

44. LinkedIn Prospecting 153 results for Dow Chemical, Vice President Sales 115 results for John Deere, Vice President Sales

45. LinkedIn Groups 14,667 results for Cisco partner 44,356 results for microsoft partner 3,844 results for value added reseller 48,488 results for channel partner

46. LinkedIn Research

47. Google/Yahoo Groups

49. Branded On-line Community Systems

50. Tying Branded Communities Together Reseller A Reseller B Reseller C Reseller D . . . . . . Reseller N Master Consol Distributing smart, non advertisial content such as blog posts, events, white papers, news, video clips to hundreds or thousands of partner community systems. Partner communities Allow selected vendors to syndicate content with their customer community. Getting content directly to the existing installed base Customer Base Customer Base Customer Base Customer Base Customer Base Like AdWords for “smart content” With a distribution system that is transparent and Channel aware

51. Value of Programs to Resellers 1=Negative impact on our ability to sell 2=No impact on our ability to sell 3= Modestly improves our ability to sell 4=Significantly improves our ability to sell Resellers were asked to rate the programs provided by their vendors, in terms of how well the program helped the reseller sell to customers. Growing resellers rated all programs higher than non-growing resellers. (Cum Jan-March 09) Reseller Rating of Vendor Program Offerings Partner Portal 3.01 On-line training 2.92 Webinars / web meetings 2.91 Joint Business Planning 2.73 Mass emails with file attachments 2.61 On-line forums 2.57 Electronic Newsletters 2.21

52. Channels of the Future Research Personal Activities – Reseller Employees participation in the following kinds of Web 2.0 sites, where 1 is no participation and 10 means you visit daily LinkedIn 4.38 MySpace/Facebook 3.61 Industry Blogs 3.59 YouTube 2.76 Twitter 2.40 Second Life 1.41

53. Reseller Social Media Skills Growing Resellers 4.18 5.36 4.07 2.96 1.25 2.93 How would you describe your company’s revenue growth over the past 24 months? MySpace and Facebook Linkedin and Plaxo? Blogs Video on Demand (VOD) like YouTube Second Life Twitter Non Growing Resellers 3.20 3.63 2.98 2.39 1.10 1.90

54. Channels of the Future Research Reseller Needs from Vendors Rate your interest in having your vendors provide the following social media tools to make you and your company more successful, where 1 is no interest and 10 is extreme interest. On-Line Product Demos 6.75 E-marketing/Storefronts 6.50 Internet Advertising 6.03 Help with SoMe 5.03 On-Line Communities 5.00 Testimonials on YouTube 4.41

56. Regarding Social Media, What’s Holding You (Vendors) Back? © 2009 Gilwell Group, LLC

59. Partner Execution Whole Product Go-to-market Strategy Territory Management Partner Management Sales Management Partner Marketing Communications Infrastructure Objectives Channel Growth Framework

60. Channels 1.0 Channels 2.0 What’s Going Out What’s Coming In Responsiveness is critical

61. Channels 1.0 Channels 2.0 What’s Going Out What’s Coming In Responsiveness is critical

65. Social Media Map for Partner Managers For each of these social media focal points, understand how many users (partners), how active they are, who are the thought leaders, and how can you connect the activity back to your own community. Partner Portal & Community Partner Communities LinkedIn Partnerpedia Industry Blogs Facebook MySpace Channel Blogs SlideShare Flickr Vendor Partner Communities Twitter Google Groups Yahoo Groups YouTube Meetups Gilwell Group 400,000,000 Users 100,000 Resellers 3,000 Vendors

66. Thanks For more information Mike Dubrall http://www.linkedin.com/in/mikedubrall or Channels of the Future Community www.gilwellgroup.xeequa.com 3545 Aero Court - Suite C - San Diego, CA. 92123 Phone: 858-279-6668 Fax: 858-279-6686 Toll Free: 877-CMR-6661 www.computermarketresearch.com