As a CEO or decision maker in a software product company, how do you decide if working through sales channels partners makes sense for your business? This presentation presents a practical evaluation model and some discussion points to help you evaluate how a partner may or may not help your business sell in selected regional markets.

1. Partnering or Direct
The Business Case

2. About Tenego Partnering
Driving sales for high growth technology
companies in international markets through
partnering.
Acting as an executive of your company, we
work to make current partners effective and to
secure new partners that are ‘best-fit’ to sell
your products or services in your target
markets.

3. You are here because,
1) You will need to partner in the future
2) You have been approached by potential
partners
3) You are actively seeking partners
4) You have partners and want to make
them more effective and/or grow your
network

4. The Question
Direct or Indirect :
The Business Case
(it’s not that simple)

5. What is Direct and Indirect?
• Who sends the Invoice/Bill to the Customer?
Vendor
Vendor
Direct Sale and Relationship
Partner
Customer
Customer

6. Partnering for Indirect
Vendor
•
•
•
•
Partner
Customer
Partners: Reseller, Distributor, OEM/White Label
can have: Industry Organisations, Referral Partners…
Reseller Partner Bills the Customer
Reseller Partner pays the Vendor

7. Partnering Direct and Indirect?
Direct Sales
Lead
Qualification
Generation
Sales /
Closing
Referrals
Resellers…
Complementary Services
Strategic Partners / System Integrators …
Delivery
Support

8. Direct or Indirect? Factors Affecting
• Access to the Region / Market
– All along the sales and delivery process
• Access to the target customer base
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How many prospective customers are there?
Are they easy to identify?
Are they easy to contact?
How important is relationship/credibility in the deal?
The strength of your brand
How do you increase your credibility?

9. To Find out the Rest of the Factors
– Download the full webinar hosted by Tenego Partnering’s
CEO & Founder, Donagh Kiernan
– Or email: info@tenegopartnering.com