The document discusses a company that helps other organizations develop and deploy channel programs to sell specialized technology solutions through partners, outlining their capabilities which include channel program development, sales leadership, product development, and portfolio management to build new or optimize existing channel strategies and programs. It provides an example of how they assisted a unified communications organization in developing a new resale channel program to identify enterprise customers.

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Channels Evolution

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What we do
• Build and Deploy Channel Programs to drive solutions
through channels
− Focused on Telecom and Networking
− Specialized Lifecycle, Managed, Cloud, Hosted
Solutions
− Highly Specialized in helping organizations enter the
channel or created new revenues through channels
− Can Provide the channel Program, Marketing and
Channel Sales Skills needed
− Specialized in high value solutions selling through
partners
• Practice Areas
− Channel Program Development
− Channel Sales Leadership
− Channel Product Development
− Channel Product Management

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Practice Focus Areas
• Channel Program Development / Evolution
− Build New or Optimize existing Channel program
− Focused on organizations diving into channels or
those not seeing traction with existing program
− Program Ideation, Strategy through Development &
Launch
• Channel Sales Leadership
− Partner enablement
− Quickly qualify existing or identify new channel
Partners
− Channel Sales Leadership & Training
− Sales Team optimization / refresh
• Channel Product Development
− Current Services Offer Review and Update
− New Services Offer Development & Launch
• Channel Product Management
• Product Management
• Pricing, Delivery Management etc.

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Global Experience
• 100% Channel Focus
− Experience In EMEA, CALA, Americas & Asia
− 18+ Years Services Sales, Channels, Marketing And
Product Management
• Successful Services Product Development & New Go To
Market Models
− Lifecycle, Managed, Hosted, Deployment, Support,
Professional & Advanced Services
− Channels, Resale, Distribution, OEM And Direct
• Documented Long Term Sales Success
− High Commodity Sales (Packaged Services) And
Custom Services
− Cloud, Managed Solutions
− Channels
− Sales Team Evolution – Commodity To Solutions
Team Development
• P&L Management From $3m To $650m
− Revenue Growth, Cost Containment & Restructuring

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Methodology
• Industry Tested Model to Determine channel
success and rapidly deploy channel
strategy, program and sales
• Build
• Channel Strategy – What do you want the
channel to do for you – is that
realistic, achievable ?
• Evaluate
• Internal and External Forces such as your
market position, value, competitors etc.
• Determine
• Channel Cost – How do you maximize sales
through channels with a minimal amount of
people, resources and investment ?
• Develop
• What do you need to do to get the channel
working for you ? What should they do ?
• Drive
• Partner Enablement – You have them signed
now what – How do you maximize the demand
the channel
• Determine why existing partners who are
signed are not producing – Why and how to fix
it

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Capabilities
Channel Support & Development
• Channel Model Evaluation and
Recommendations
• Build and Manage Channel
program (Products, Services)
• Define Go To Market Model
balance
(Channels, Direct, OEM)
• Partner Enablement - Services
Resale, Services Co-
Delivery, Packaged & Custom
Services
• Channel Sales Leadership
• On-Going Channels
Management and Leadership
• Partner Accreditation
program, Evaluation and Skills
Mapping
• Find recruit, train and mange
channels
Business Development & Sales
Leadership
• Define go to Market Model
(Direct, Channel, Wholesale, O
EM)
• Define Value Proposition
• Commodity vs. customized mix
• Qualify, Developing Custom
Solutions and Deal Close
Support
• Sales Support Model Review
and Development

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Capabilities
Portfolio Ideation Activities
• Situation Analysis
• Competitive and Market
Analysis
• Portfolio Vision, Current &
Future offer state, and Map
• Define What offers Could be
delivered today
• Define Go to Market Model
(Channel,
Wholesale,OEM,Direct,TPM)
• Build Project Plan, Offer
Roadmap, Development and
Deployment Plan
• NPI Model, Timeline and
Mapping
Current Offer Review & Update
Activities
• Review Portfolio model -
What is it today, what does it
need to be
• Review Service
Description, SOW, Pricing
• Review Branding and
Collateral
• Review Service
Description, SOW, Deliverabili
ty, Pricing models - Update as
Required

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Capabilities
Sales Enablement & Evolution
• Evaluate Sales Team to Review
Consultative Sales Approach
• Define mix of capabilities to sell
Non-Tangible solutions over
pure product sales
• Development Of Solution
Selling Methodology
• Define Strategy To Transform
Sales Into
Consultative, Lifecycle & TCO
Approach
• New Hire - Sales Profile
Mapping to required Skill Sets
• Develop Sales Support and
Training Models
• Sales Support - Handholding
and best practices
Product Management
• Collateral Review and Update
• Customer Success
Communication
• PR
• Customer Satisfaction
Management
• Renewals Management
• On-Going Sales Support and
Training

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Capabilities
Offer Development Activities
• Customer Need analysis
• Internal Analysis Sales,
Leadership, Delivery
• Competitive Analysis
• Market Analysis
• Delivery Methodology
• Profitability
• Contracts/SOW
• Pricing Model Development
• Launch Plan Defined,
Timeline and Activities
Offer Launch Activities
• Collateral Requirements
Defined
• Brochure
• Competitive Positioning
• Customer
Testimonials, Presentations
• SOW and Service
Descriptions Creation
• Delivery Methodology
documentation
• Pricing Tools
• Sales Tools
• Contracts Completion
• Web Content
• PR Activities
(PRNewswire, Press Kit
Development)

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Engagement Example
• Unified Communication organization
− Selling exclusively through carriers wanted to
deploy new channel program to identify enterprise
customers for UC SIP Trunk offer
− Target Cisco, Avaya– To add UC SIP to Managed or
Hosted Stack
• My Role
− Assist in the development of new resale channel for
UC white label solutions
− Evaluation of Channel Program, Positioning, offers,
pricing, value proposition
− Identify Partner Targets – Help Drive new sales
− Evaluate Sales Team – Conduct Training Make
Personnel Recommendations
− Rapid Deployment of New channel program
− Deploy tested model to evaluate channel
opportunity and model to determine viability and
opportunity for channel
− Rapid knowledge gathering 2-3 weeks
− Fast identification of prospective partners, re-
qualify existing partners
• My Value
− Ability to quickly evaluate channel opportunity and
program
− Ability to balance program marketing, product and
channel development and sales leadership given
immediacy of opportunity and growth
requirements

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Engagement Example
• Phase 1 - Program Review and Competitive Assessment
− Assist with review of proposed channel model and program
− Competitive Analysis of other offers and programs
− Identify core target reseller profile
• Phase 2 - Find and Contract with New Partners
− Develop and contract with key reseller targets
• Phase 3 - Drive Deals to, through and with New Partners
− Drive UC Sales through key reseller targets
• Phase 4 - Channel Sales and Program Management
− Refine, Review program as required