2. Channel Services Group (CSG), the leader in channel partner
marketing and sales solutions, delivers innovative indirect channel
sales strategies for technology based companies.
CSG’s highly agile OPENLINE services and BLUEROADS SaaS
software suite empowers enterprises and their indirect selling partners
to gain channel efficiency, performance and predictability directly
resulting in increased sales revenue.
ABOUT CSG
4. Highlighted Sentence
• Bullet
• Bullet
• Bullet
Channel Business Process Review and Design Channel Program Planning,
Design Channel Best Practices and Methodologies
Channel
Sales
Channel
Enablement
Channel
Development
Partner
Retention
Lead
Management
Deal
Registration
Lead Referral
Universal Deal
Registration
Shark Tank™
Solutions and Services Overview
5. Solutions and Services Overview
Highlighted Sentence
• Bullet
• Bullet
• Bullet
Channel Business
Process Review
and
Design Channel
Program Planning,
Design Channel
Best Practices
and Methodologies
Channel Development
Channel Enablement
Channel Sales
Partner Retention
Lead Management
Deal Registration Management
Lead Referral Management
6. OPENLINE Services Overview
Improving Performance Across the Channel Lifecycle
• New Reseller Recruitment
• Competency Recruitment
• Competitive Recruitment
• Partner On-Boarding
• Enroll & Renew
• Incentive Validation
• Marketing Research
• Renewal Processing
• Performance Surveys
• Retain, Reward or Weed
• Partner Satisfaction
• Train, Enable & Execute
• Go To Market Campaigns
• Adoption & On-Boarding Online
Profile Completion
• Training Recruitment
• Event Recruitment
• Event Reminders
• Lead Nurturing
• Lead Distribution
• Lead Management
• Account Development
• Sales Lead Qualification
• Opportunity Closure Analysis
7. Blend of onshore and offshore expert call center agents based in
the US and Makati, Philippines
• Onshore program management
• Consolidated reporting
• Onshore quality assurance
• Mentor program and training
• Low turnover
• Educated workforce
• Reduced costs extend the reach of your budget
• You pick the blend
CSG’s Blended Solution
8. BLUEROADS Solution Overview
BLUEROADS maximizes channel sales revenues for medium
and large corporations with complex mission critical channels through
Partner Opportunity Management (POM) programs
and modules that are designed to:
Shorten sales cycles
Increase opportunities
Maximize closing margins
Increase win rates
9. • Ease of use for vendor and partner
• Sophisticated lead and opportunity matching
• All deal, lead and partner data “actionable”
• Easy to model complex processes
• Fully internationalized
Driving Revenue & Business Alignment
Renewal
Cross-Sell/
Up-Sell
Opportunity
Win/Loss
Opportunity
Management
Opportunity
Creation
Sales
Qualification
Routing
Marketing
Qualification
Lead
Nurturing
Lead
Acquisition
Retention
Cycle
Opportunity
Cycle
Lead
Cycle
Sales
Systems
REFERALS
1
LEADS
2
Marketing
Systems
OPPORTUNITIES
3
REVENUE
PARTNER RELATIONSHIP MANAGEMENT
CHANNEL ANALYTICS AND PERFORMANCE EVALUATION
10. • Designed specifically for indirect selling organizations – not
an SFA derivative
• Easy to model complex channel organizations
• Easy to create, modify and EOL complex rules, programs
and business processes
• Easy to use for both vendor and partner
• Leverages all object data for intelligent matching, eligibilities
and alignment
• Built in channel best practice business processes
Key Differentiators
11. SURFACE OPPORTUNITIES FROM BROAD PARTNER BASE
REVENUE
REVIEW & MATCHING APPROVAL
Email alerts
Dashboard review/
approval
Multiple submitters
Full submitter
visibility and audit
Named Accounts
Duplicate Checks:
• Account
• Opportunity
• Lead
Lead Referral
Program Parameter
Check
INCENTIVEREFERRED LEAD
CHARACTERISTICS
Company: Ford
Contact: Jim Smith
Division: Fleet Leasing
Co. Size: Enterprise
Industry: Automotive
Region: Midwest
Product Interest:
2200XL
Lead Source:
Independent
Consultant
DEALS
Incentive in
any “currency”
Incentive @
any stage of
Lead/Sales
Cycle
LEADS
Marketing
Systems
Surface more
opportunities
Influencer Lead Referral
12. • No other packaged Lead Referral application available
on the market
• Automatic account, lead and opportunity matching
• Full closed-loop process from submit to routing to
tracking to closed
• Submitter lead status audit capability
• Extremely flexible and configurable compensation
Influencer Lead Referral
Differentiators
13. Closed Loop Lead Management
• Bullets
• Bullets
• Bullets
LEAD
CHARACTERISTICS
Company: Ford
Contact: Jim Smith
Division: Fleet Leasing
Co. Size: Enterprise
Industry: Automotive
Region: Midwest
Product Interest:
2200XL
Lead Source:
Exec Conf
REVIEW & MATCHING ROUTING DELIVERY
Named Accounts
Duplicate Checks:
• Account
• Opportunity
• Lead
Exception processing
Previous sales success
Lead validity
Qualification
Region
Company size
focus
Product
authorization
industry focus
Program level
achievement
Pre-existing
relationships
Co-Marketing
campaign?
Pull
Shark Tank
Assign
Push
Distribute
DEALS
REFFERALS
ENSURE MARKETING INVESTMENT CONVERTS TO REVENUE
Marketing
Systems
Accelerate
sales cycles
Increase
Close
Rates
REVENUE
14. Single
Multiple
• Parallel
• Serial
Automatic
Guidance
Time Based
Line item
REDUCE CHANNEL CONFLICT AND INCREASE PIPE
MATCHING
PARTNERELIGIBILITY
Sales Guidance
Product/Campaign
Tips
Alerts
Audit trail
Opportunity
updates/ closed-
loop feedback
Named Accounts
Duplicate Checks:
• Account
• Opportunity
• Leads
Program
Parameter
Check
OPPORTUNITY
CHARACTERISTICS
Company: Ford
Contact: Jim Smith
Division: Fleet Leasing
Co. Size: Enterprise
Industry: Automotive
Region: Midwest
Deal size: Units/Revenue
Product Interest:
2200XL
500G
Partner Level: Silver
Sales
Systems
REVENUE
LEADSREFFERALS
SELLING
Maximize
closing
margins
$ $$
Improve
cross-sell
and up-sell
Multi-Dimensional Deal Registration
APPROVALS
15. • Ease of use for vendor and partner
• Sophisticated lead and opportunity matching
• All deal, lead and partner data “actionable”
• Easy to model complex processes
• Guided selling and Up-sell / Cross-sell
• Fully internationalized
BLUEROADS Differentiators
16. Channel Services Group
5000 148th Ave. NE Redmond, WA 98052
888.763.7079
www.csgchannels.com
Contact
Joby Pearson, VP Sales
jobyp@csgchannels.com
Jason Hardy-Smith, Vice President Product Marketing
jhardy-smith@csgchannels.com
Stacey Schuneman, Director Business Development
staceys@csgchannels.com
