Channels Go Social Media Empowering partners to play a role in the fast-growing "Social Web" Brand attitude is shifting and purchase decisions are increasingly influenced by social networks, blogs, forums and online communities. Are your channel partners online - where your customers are seeking information? Has your channel marketing adjusted to this new reality? Vendors need to inspire their partners to stay ahead of the customer buying curve. This is not an ROI question or question of business process effectiveness. This is a question of keeping or losing your partner and customer relationships! This web-based seminar talks about what needs to be done today: - How your partners can use social media to stay in touch with customers - How to use content-rich partner communities to increase sales - How your partners can grow and thrive with a social media presence - Why your partners have resisted social media - until now We will show you how your company can create a corporate social media strategy that: - Integrates channel partners into your company’s social media strategy - Combines partners into a large and growing social business network - Increases your influence over partners and customers You will see a new social media capability that can change your channel marketing strategy in 2009! Target Audience: Manufacturer and distributors selling predominantly through VARs, system integrators and other partner organizations.

1. Channels go Social Media A new dimension to the social web Vendors empowering their partners

2. “ Channels go Social Media” Presenters Axel Schultze CEO Xeequa Corp Michael Dubrall Managing Director Gilwell Group, LLC Gilwell Group provides research, consulting, and enablement services to help organizations measure, manage, and improve partnership productivity through the use and understanding of Channels 2.0 products and tools. Xeequa is a social media software company providing companies with a branded online community, strategic support and education via the Social Media Academy. Xeequa’s solution and services help companies provide a better customer experience for their business eco system.

7. Channels 1.0 Channels 2.0 What’s Going Out What’s Coming In Partner Marketing Go-to-market Strategy Social Media Partner Communities, interactive sites/wikis, RSS feeds, VOD, SMS, IM, Twitter Named Accounts Traditional Sales Local Partner Territories Advertising Customer Communities Referencing “Experts” Small, frequent transactions “ Purchasing” not “Selling” Partner Portals Email Blasts/Webinars Classroom Training Lead Generation Responsiveness is critical Whole Products Complex Solutions Packaged Software Product Ownership SaaS, HaaS, Open Source Try-and-Buy

12. Social Media value pyramid Social Media Impacts All Levels Of The Value Chain

13. Communicating In The Social Web ??? How do you communicate with your partners? How do your partners communicate with their customers? How do the customers communicate with each other?

15. Branded Virtual Community Systems

17. Installed Base Access Grows, Globally VENDOR A, B, C, D....

18. Tying It All Together Through The Xeecast System Community A Community B Community C Community D . . . . . . Community N Master community Distributing smart, non advertisial content such as blog posts, events, white papers, news, video clips to hundreds or thousands of partner community systems. Partner communities Allow selected vendors to syndicate content with their customer community. Getting content directly to the existing installed base

19. Measuring The Results Measure the success of a Community by size and level of ongoing activity

21. Things to remember "Speed is more important than perfection“ Axel’s Blog “ Perfection is the enemy of success“ Mike’s corollary

23. Thank You © 2007, 2008 Xeequa Corp. All rights reserved. Xeequa™, Xeelets™ and the Xeequa logo are either trademarks or registered trademarks of Xeequa Corp. All other company names and product names may be trademarks or registered trademarks of their respective companies or owners. All materials contained herein are the property of each respective company identified on such materials, and may only be used, copied or distributed with the express written permission of each respective company. Xeequa Corp. | 228 Hamilton Ave. | Palo Alto, CA 94301 | (650) 384-0057 | [email_address] | www.xeequa.com Xeequa (650) 384-0057 [email_address] (925) 855-0678 [email_address]