Transformation Of Networking Channels Without Notes
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Presentation given at Channel Vision and CompTIA in Oct 2009
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Transformation Of Networking Channels Without Notes
- 1. Transformation of Networking Channels euro LAN
- 3. Networking Infrastructure European Market Objective Scope Introduction Conclusion Objective Scope GO TO MARKET SOCIAL CLOUD SUMMARY
- 4. Networking Infrastructure UK Market Objective Scope Introduction Conclusion Objective Scope GO TO MARKET SOCIAL CLOUD SUMMARY
- 5. Evolving Channel Dynamics Pre-sale SLA Renewal Purchase Objective Scope Vendor Traders/brokers Contract assemblers Exchanges Reverse auctions Retailers Outsourcing services MSPs/ISPs SIs/ISVs VARs Proximity dealers Corporate resellers Distributors Customised web sites Logistics providers/ fulfilment houses Consultants Special services providers OEM direct sales force Web integrators Customer Scope Introduction Conclusion Objective Scope GO TO MARKET SOCIAL CLOUD SUMMARY
- 6. Vendor Traders/brokers Contract assemblers Exchanges Reverse auctions Retailers Outsourcing services MSPs/ISPs SIs/ISVs VARs Proximity dealers Corporate resellers Distributors Customised web sites Logistics providers/ fulfilment houses Consultants Special services providers OEM direct sales force Customer Pre-sale SLA Renewal Purchase Evolving Channel Dynamics Web integrators Introduction Conclusion Objective Scope GO TO MARKET SOCIAL CLOUD SUMMARY
- 7. Traders/brokers Contract assemblers Exchanges Reverse auctions Retailers Outsourcing services MSPs/ISPs SIs/ISVs VARs Proximity dealers Corporate resellers Distributors Customised web sites Logistics providers/ fulfilment houses Consultants Special services providers OEM direct sales force Customer Pre-sale SLA Renewal Purchase Evolving Channel Dynamics Vendor Web integrators Introduction Conclusion Objective Scope GO TO MARKET SOCIAL CLOUD SUMMARY
- 8. Vendor Traders/brokers Contract assemblers Exchanges Reverse auctions Retailers Outsourcing services MSPs/ISPs SIs/ISVs VARs Proximity dealers Corporate resellers Distributors Customised web sites Logistics providers/ fulfilment houses Consultants Special services providers OEM direct sales force Web integrators Customer Pre-sale SLA Renewal Purchase Evolving Channel Dynamics Introduction Conclusion Objective Scope GO TO MARKET SOCIAL CLOUD SUMMARY
- 9. Traders/brokers Contract assemblers Exchanges Reverse auctions Retailers Outsourcing services MSPs/ISPs SIs/ISVs VARs Proximity dealers Corporate resellers Distributors Customised web sites Logistics providers/ fulfilment houses Consultants Special services providers OEM direct sales force Customer Pre-sale SLA Renewal Purchase Evolving Channel Dynamics Vendor Web integrators Introduction Conclusion Objective Scope GO TO MARKET SOCIAL CLOUD SUMMARY
- 10. Channel Engagement Models Sell To Sell Thro Sell With Objective Scope Reward Influencers Reward Transaction Agency Model Deal Reciprocity Vendor Traders/brokers Contract assemblers Exchanges Reverse auctions Retailers Outsourcing services MSPs/ISPs SIs/ISVs VARs Proximity dealers Corporate resellers Distributors Customised web sites Logistics providers/ fulfilment houses Consultants Special services providers OEM direct sales force Web integrators Customer Scope Introduction Conclusion Objective Scope GO TO MARKET SOCIAL CLOUD SUMMARY
- 11. Results of NA and EMEA Partner Survey Objective Scope Program Importance to Reseller Sales Activities 1.80 2.21 2.47 2.97 2.79 2.95 2.96 3.02 3.07 3.18 USA 2.58 3.50 3.50 3.20 3.03 3.29 3.14 3.42 EMEA July 2009 Co-Op (Promotional Allowance) On-line training Partner Portal Webinars and web meetings Deal Registration Partner Locators Joint Business Planning Mass emails with file attachments Electronic Newsletters CRM/SFA Tools Introduction Conclusion Objective Scope GO TO MARKET SOCIAL CLOUD SUMMARY
- 12. Channels 1.0> >Channels 2.0 Objective Scope What’s Going Out What’s Coming In Responsiveness is critical Introduction Conclusion Objective Scope GO TO MARKET SOCIAL CLOUD SUMMARY
- 13. Channels 1.0> >Channels 2.0 Objective Scope What’s Going Out What’s Coming In Responsiveness is critical Introduction Conclusion Objective Scope GO TO MARKET SOCIAL CLOUD SUMMARY
- 14. Channels 1.0> >Channels 2.0 Objective Scope What’s Going Out What’s Coming In Responsiveness is critical Introduction Conclusion Objective Scope GO TO MARKET SOCIAL CLOUD SUMMARY
- 15. Results of NA and EMEA Partner Survey Objective Scope Reseller Time Spent On Social Media Sites Every Week 0% 28% 72% Photo Sharing Sites 0 hours (Do not visit at all) 1-5 hours More than 5 hours Business Networking sites like LinkedIn 41% 55% 3% Video on Demand sites like YouTube 38% 55% 7% Blogs about their products or services 38% 55% 7% Social Networking sites like Facebook 43% 53% 3% Online communities like Yahoo! 38% 52% 10% Twitter 67% 22% 11% Introduction Conclusion Objective Scope SOCIAL GO TO MARKET CLOUD SUMMARY
- 17. Social Media/ Social Networking Introduction Conclusion Objective Scope SOCIAL GO TO MARKET CLOUD SUMMARY
- 18. Traditional IT versus Cloud Objective Scope Introduction Conclusion Objective Scope CLOUD GO TO MARKET SOCIAL SUMMARY
- 19. Annuity Revenue Model Year One Objective Scope Jan Feb Mar Apr May Jun Jul Aug Sep Oct Nov Dec The “Rule of 78s” Introduction Conclusion Objective Scope CLOUD GO TO MARKET SOCIAL SUMMARY
- 20. Annuity Revenue Model Years Two thro Three The “Rule of 78s” Jan Feb Mar Apr May Jun Jul Aug Sep Oct Nov Dec Introduction Conclusion Objective Scope CLOUD GO TO MARKET SOCIAL SUMMARY
- 21. Annuity Revenue Model Objective Scope 3 Years at $1,000 per Month Year 1 Total: $78,000 Year 2 New Revenue: 78,000 plus Year 1 Base: + 144,000 Year 2 Total: $222,000 Year 3 New Revenue: 78,000 plus Years 1 & 2 Base: + 288,000 Year 3 Total: $366,000 Total Billed After 3 Years : $666,000 Introduction Conclusion Objective Scope CLOUD GO TO MARKET SOCIAL SUMMARY
- 22. Cloud Computing Objective Scope Introduction Conclusion Objective Scope CLOUD GO TO MARKET SOCIAL SUMMARY
- 23. Cloud Computing Objective Scope Introduction Conclusion Objective Scope CLOUD GO TO MARKET SOCIAL SUMMARY
- 24. Cloud Computing Objective Scope Introduction Conclusion Objective Scope CLOUD GO TO MARKET SOCIAL SUMMARY
- 25. Evolving Channel Drivers Objective Scope Services Introduction Conclusion Objective Scope SUMMARY GO TO MARKET SOCIAL CLOUD
- 26. Outlook is Cloudy Objective Scope Keith Humphreys Managing Consultant telephone +44 20 86938693 fax +44 20 86938694 mobile +44 7785246292 Services Introduction Conclusion Objective Scope SUMMARY GO TO MARKET SOCIAL CLOUD http://www.linkedin/in/KeithHumphreys LinkedIn http://www.twitter.com/KeithHumphreys Twitter http://eurolan.blogspot.com Blogger http://www.slideshare.net/KeithHumphreys SlideShare http://www.facebook.com/khumphreys Facebook
Hinweis der Redaktion
- Partner Marketing is embracing these cool, new technologies – Video snippits – ideal to explain new concepts or sales people with short attention spans- SaaS, MSP later When Vendors Don’t Embrace The Future Excessive channel marketing programs costs Slower time to market for new programs Static vs. dynamic knowledge transfer Inadequate response time to market changes Collaboration shackled by bureaucracy Inability to engage with new partner types Slower revenue ramp in SMB markets due to limited sales coverage Partners and customers cannot take leadership role Loss of channel influence / leadership Exclusion from emerging Partner and End-user Communities Not present at the purchase decision What Resellers need to be doing: Planning for Change Upgrading their web sites Finding out where their customers congregate on-line Creating on-line communities for their customers Encouraging their employees to develop and use their on-line presence for business Go to Market – as discussed – structured Channels are changing driven – not only driven by how customers want to buy but Cloud computing plays a role – because it will not only be SaaS but R(esources)aaS – D(atacentre)aaS – HRaaS