1. Selecting the Appropriate
Channel
The 3 Keys for Planning Your Channel Strategy
Jeff Silbert
Managing Director and Founder
Order of Magnitude Group

2. Order of Magnitude Group
OoM Path
10x
Your
Current Path
?x
x
VALUATION VALUATION TODAY
TODAY + 3 YEARS
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3. M5 Networks: $3 million to $23 million (’03 -‘08)
“M5 is the clear leader” (Mark Winther, IDC)
“M5 is the benchmark for hosted VoIP services”
(Jeff Pulver, PulverMedia)
“the safe choice” (Frost & Sullivan)
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4. What Program(s) to Build?
Direct
Internet/Affiliate
Referral Partner
Channel
VAR
White Label
OEM
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5. Key #1: What’s Important for your Client?
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6. Key #2: What’s In It for the Partner?
20,000
18,000
16,000
14,000
12,000
10,000 Revenue(000)
8,000 Users
6,000
4,000
2,000
0
2005 2006 2007 2008 2009
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7. Key #3: What’s Important to You?
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8. Thank You!
Email jeff@oomgroup.com
www.oomgroup.com
Blog.oomgroup.com
Twitter: JeffSilbert
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