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Channel Optimization
     Partners

            Executive Summary
                  © 2007 Channel optimization Partners
Facing today’s channel challenges
How can I build a next generation
channel model, strategy & program ?
How can you find and more
importantly how do you qualify new
channel opportunities ?
How do you optimize your existing
partner base ?
What are the secrets the industry
leaders use to entangle their
channels ?
How do you manage your marketing
investment dollars and drive demand
in a highly competitive market ?
                                      © 2007 Channel optimization Partners
Simplicity From Complexity




                             © 2007 Channel optimization Partners
How do you nd the balance
 between Your Value and eirs ?
What Most vendors want From       What Most Channel Partners
the Channel                       Want From vendors
   Investment in Pre/Post Sales     No Costs of Entry
   Skills, Lab Equipment and        Qualified leads
   Technical Skills                 Sales Support
   Demand Generation                On-Line Tools
   Leads                            Free Training
   Qualification Skills              No Competition
   Proposal Skills                  High Margins
   Closure Skills                   Ease of Doing Business
   Pay on Time                      Marketing Funding
   Represent the product Well       Long Terms/Flooring
   Sales Coverage                   Seed/demo Equipment
   Channel Sales Rep Mind           High market demand
   share                            Lowest Possible Price,
                                    highest possible Margin
                                                © 2007 Channel optimization Partners
Our Value Proposition
Innovative, Creative and Advanced solutions to Di erentiate your business

     Experienced, Executive Channels Skills as you
     need them, when you need them
     Creative, Differentiated Channels sales and
     marketing solutions From Strategy , through
     Deployment to Optimization and evolution
     Experienced Resources skilled in
        Sales & Marketing
        Business Development
        Strategy & Analysis
        Reseller, Distribution, Alliances
     Innovative, Creative and Advanced solutions
     to Differentiate your business
     Small, Medium and Multinational Vendor
     experience
     Global Experience & Coverage
                                                                 © 2007 Channel optimization Partners
Where can we help ?




                      © 2007 Channel optimization Partners
Where can we help ?
Who are the right partners for you
  Competitive and Market Analysis
  Channel Engagement and Qualification
  Channel Program Development
  Channel Management
How do you get them
  Channel and Company Value Proposition
  Balanced Requirements/Benefits
  Contract and Partner negotiations
How do you keep them
  Marcom, Collateral, Communications
  Program Evolution
  Demand Generation
How Do You Optimize them
  Enablement Strategy and Execution
  Accreditation / Specialization's
  Market Demand Creation / PR
  Channel Performance Monitoring
                                          © 2007 Channel optimization Partners
Experience
  Strategy, Offers and Programs - Jeffrey Hitchman




      Marketing Communications - Leaning Star




                                                © 2007 Channel optimization Partners
Recommendations/Next Steps
Strategy and Market Analysis        Tactical Marketing and Marketing
   Current Channel Program          Communications
   competitive and Market              Partner Portal / Web Sites
   Analysis                            Collaboration and Community
   Two tier Distribution Analysis      environment
   and Recommendations                 Advertising
Sales Support                          Sales Collateral
   Go To Market Analysis and           Viral Marketing - Blogging
   Recommendations                     Tactical demand generation
   Sales Agent to develop new          programs and activities 
   channels                         Training
Channel Specialization and             Analysis and recommendations
Accreditation Programs                 on sales and channel pre/post
   Analysis and recommendations        & sales training
   on Accreditation                 Technical Support and Product
   Specialization's, Partner        Services
   Certifications                       Analysis and recommendations
                                       on channel services model /
                                       ecosystem
                                                       © 2007 Channel optimization Partners
Contract Fees
Contracted Rates (Strategy/Program Level)
    3 month Minimum
    Avg. 70-80 hours per Month
    $10,500 Per Month + Travel/Expenses as
    required
Contracted Rates (MarCom)
    3 Month Minimum
    Tactical Marketing Activities
    Avg. 70-80 hours per Month
    $7,500 Per Month + Travel/Expenses as
    required
Per Hour Rates
    Strategy $235 Per Hour
    Marcom $175 Per Hour
Packaged Analysis Solutions
    Competitive / Market
    Channel Program
    2-Tier Opportunity
    Channel Marketing
    Specialization / Accreditation
    Training
    Tech Support (Post Sales)
    $12,500 Per Service

                                             © 2007 Channel optimization Partners
Additional
Information


              © 2007 Channel optimization Partners
Channel Program Evolution
                                     Partner Entanglement
Vendor Profitability




                                                                                                 Complexity
                                Competitiveness / Differentiation
                                                                    © 2007 Channel optimization Partners
How to Get More Revenue om
 Fewer Partners
Enabling partners to achieve higher value sales, sell more complete solutions
and speed your time to market.
Using Partners as a legitimate and trained sales force to develop, propose and
close opportunities in a self sufficient way
Partner Enablement is not just training or a tool...
It is a series of activities which when combined breed self sufficiency
     On-Line tools and systems
     OnLine communities
     Integrated Vendor/Partner/customer systems
     Simplified relevant offers with strong value propositions
     Packaged solutions
     Rebates, Sales compensation or Sales promotions (SPIF)
     Demand Generation
     Sales Training On-Line self based training and support
     Integrated Account Planning / forecasting
     Efficient use of two tier distribution model
     Sales Support
     Promotions/rebates/incentives
       2
Partner Enablement

> Drive Sales through faster and more
  effective enablement of channel
  partners
> Reduce cost of sale by Building Self
  Sufficient partners
> Increase Proposal rates and closure
  rates using the channel
> Increase partner value proposition,
  while capturing additional market
  share.
> Use the Channel as a closing engine
  not just a prospecting engine
         4
Partner Enablement
                     Tools                     Cisco
        On-Line Brochures/Presentations
     Certification and Accreditation Tracking
          Sales and Channel rep locator
              Partner Dash Board
           On-Line Lead Management

         Training Partner/Class Locator

           On-Line Self Paced Training

          Shared CRM / Account Plans
           Program/Rebate Tracking
           On-Line Deal Registration
         Contract/Renewal Management
            Trade In On-Line Pricing
     Partner Business Planning/Market Data
          Partner/EcoSystem Locator
            Competitive Edge Portal
                ROI Calculators
              Presentation Builder
                 Quote Builder
         Steps to Success/Best Practice
        Co-Op / MDF Fund Management
                Marketing Store
          On-Line Support Site Access
         Customer Access Management
How to Change the Game
Most partners worry about       What doesn’t motivate them
three things                      The chance to be unique
   Cash Flow/Credit Line          New/Unproven technology
   Retaining and Finding Staff     High Margin but High Cost
   Building a Strong Business     Complex Sales Cycles
   to Sell                        Complex Order/Return
   Ease of Doing Business         Process
   Long term Viability
   Limited Competition
   Services Opportunities
They want “Low Risk” Vendors
   High Market Share
   Strong Mkt. Demand
   Vendor Investments
   Low Barriers to Entry
                                               © 2007 Channel optimization Partners
Typical Vendor Challenges
 Limited Sales Bandwidth
   Lot’s of opportunities, few or limited sales
   coverage
   These are usually complex or long sales
   cycles solutions which our channels are
   unwilling or unable to pursue
   These opportunities are being captured
   our competitors or simply lost.
 Low Closure Rates
   Elephant Hunting / Lumpy &
   Unpredictable
   RFP Responses / Limited Qualification
 High Cost of Sales in the channel
   Limits your ability to create competitive
   offers
   Limited support mechanism when new
   partners come on-line
       5
Available Resources

 Program, Strategy, Business Development
   Dallas (1)
 Channel Sales
   UK (EMEA) 1
   Australia (APAC) 1
   Silicon Valley (1)
 Marcom
   Virginia (1)
   Los Angeles (1)
 Web Development
   London (1)
 Systems Development
   Canberra (1)

                                           © 2007 Channel optimization Partners

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Channel Optimization Partners

  • 1. Channel Optimization Partners Executive Summary © 2007 Channel optimization Partners
  • 2. Facing today’s channel challenges How can I build a next generation channel model, strategy & program ? How can you find and more importantly how do you qualify new channel opportunities ? How do you optimize your existing partner base ? What are the secrets the industry leaders use to entangle their channels ? How do you manage your marketing investment dollars and drive demand in a highly competitive market ? © 2007 Channel optimization Partners
  • 3. Simplicity From Complexity © 2007 Channel optimization Partners
  • 4. How do you nd the balance between Your Value and eirs ? What Most vendors want From What Most Channel Partners the Channel Want From vendors Investment in Pre/Post Sales No Costs of Entry Skills, Lab Equipment and Qualified leads Technical Skills Sales Support Demand Generation On-Line Tools Leads Free Training Qualification Skills No Competition Proposal Skills High Margins Closure Skills Ease of Doing Business Pay on Time Marketing Funding Represent the product Well Long Terms/Flooring Sales Coverage Seed/demo Equipment Channel Sales Rep Mind High market demand share Lowest Possible Price, highest possible Margin © 2007 Channel optimization Partners
  • 5. Our Value Proposition Innovative, Creative and Advanced solutions to Di erentiate your business Experienced, Executive Channels Skills as you need them, when you need them Creative, Differentiated Channels sales and marketing solutions From Strategy , through Deployment to Optimization and evolution Experienced Resources skilled in Sales & Marketing Business Development Strategy & Analysis Reseller, Distribution, Alliances Innovative, Creative and Advanced solutions to Differentiate your business Small, Medium and Multinational Vendor experience Global Experience & Coverage © 2007 Channel optimization Partners
  • 6. Where can we help ? © 2007 Channel optimization Partners
  • 7. Where can we help ? Who are the right partners for you Competitive and Market Analysis Channel Engagement and Qualification Channel Program Development Channel Management How do you get them Channel and Company Value Proposition Balanced Requirements/Benefits Contract and Partner negotiations How do you keep them Marcom, Collateral, Communications Program Evolution Demand Generation How Do You Optimize them Enablement Strategy and Execution Accreditation / Specialization's Market Demand Creation / PR Channel Performance Monitoring © 2007 Channel optimization Partners
  • 8. Experience Strategy, Offers and Programs - Jeffrey Hitchman Marketing Communications - Leaning Star © 2007 Channel optimization Partners
  • 9. Recommendations/Next Steps Strategy and Market Analysis Tactical Marketing and Marketing Current Channel Program Communications competitive and Market Partner Portal / Web Sites Analysis Collaboration and Community Two tier Distribution Analysis environment and Recommendations Advertising Sales Support Sales Collateral Go To Market Analysis and Viral Marketing - Blogging Recommendations Tactical demand generation Sales Agent to develop new programs and activities  channels Training Channel Specialization and Analysis and recommendations Accreditation Programs on sales and channel pre/post Analysis and recommendations & sales training on Accreditation Technical Support and Product Specialization's, Partner Services Certifications Analysis and recommendations on channel services model / ecosystem © 2007 Channel optimization Partners
  • 10. Contract Fees Contracted Rates (Strategy/Program Level) 3 month Minimum Avg. 70-80 hours per Month $10,500 Per Month + Travel/Expenses as required Contracted Rates (MarCom) 3 Month Minimum Tactical Marketing Activities Avg. 70-80 hours per Month $7,500 Per Month + Travel/Expenses as required Per Hour Rates Strategy $235 Per Hour Marcom $175 Per Hour Packaged Analysis Solutions Competitive / Market Channel Program 2-Tier Opportunity Channel Marketing Specialization / Accreditation Training Tech Support (Post Sales) $12,500 Per Service © 2007 Channel optimization Partners
  • 11. Additional Information © 2007 Channel optimization Partners
  • 12. Channel Program Evolution Partner Entanglement Vendor Profitability Complexity Competitiveness / Differentiation © 2007 Channel optimization Partners
  • 13. How to Get More Revenue om Fewer Partners Enabling partners to achieve higher value sales, sell more complete solutions and speed your time to market. Using Partners as a legitimate and trained sales force to develop, propose and close opportunities in a self sufficient way Partner Enablement is not just training or a tool... It is a series of activities which when combined breed self sufficiency On-Line tools and systems OnLine communities Integrated Vendor/Partner/customer systems Simplified relevant offers with strong value propositions Packaged solutions Rebates, Sales compensation or Sales promotions (SPIF) Demand Generation Sales Training On-Line self based training and support Integrated Account Planning / forecasting Efficient use of two tier distribution model Sales Support Promotions/rebates/incentives 2
  • 14. Partner Enablement > Drive Sales through faster and more effective enablement of channel partners > Reduce cost of sale by Building Self Sufficient partners > Increase Proposal rates and closure rates using the channel > Increase partner value proposition, while capturing additional market share. > Use the Channel as a closing engine not just a prospecting engine 4
  • 15. Partner Enablement Tools Cisco On-Line Brochures/Presentations Certification and Accreditation Tracking Sales and Channel rep locator Partner Dash Board On-Line Lead Management Training Partner/Class Locator On-Line Self Paced Training Shared CRM / Account Plans Program/Rebate Tracking On-Line Deal Registration Contract/Renewal Management Trade In On-Line Pricing Partner Business Planning/Market Data Partner/EcoSystem Locator Competitive Edge Portal ROI Calculators Presentation Builder Quote Builder Steps to Success/Best Practice Co-Op / MDF Fund Management Marketing Store On-Line Support Site Access Customer Access Management
  • 16. How to Change the Game Most partners worry about What doesn’t motivate them three things The chance to be unique Cash Flow/Credit Line New/Unproven technology Retaining and Finding Staff High Margin but High Cost Building a Strong Business Complex Sales Cycles to Sell Complex Order/Return Ease of Doing Business Process Long term Viability Limited Competition Services Opportunities They want “Low Risk” Vendors High Market Share Strong Mkt. Demand Vendor Investments Low Barriers to Entry © 2007 Channel optimization Partners
  • 17. Typical Vendor Challenges Limited Sales Bandwidth Lot’s of opportunities, few or limited sales coverage These are usually complex or long sales cycles solutions which our channels are unwilling or unable to pursue These opportunities are being captured our competitors or simply lost. Low Closure Rates Elephant Hunting / Lumpy & Unpredictable RFP Responses / Limited Qualification High Cost of Sales in the channel Limits your ability to create competitive offers Limited support mechanism when new partners come on-line 5
  • 18. Available Resources Program, Strategy, Business Development Dallas (1) Channel Sales UK (EMEA) 1 Australia (APAC) 1 Silicon Valley (1) Marcom Virginia (1) Los Angeles (1) Web Development London (1) Systems Development Canberra (1) © 2007 Channel optimization Partners