Growing Revenues with Partners

Developing Revenues Through Partnerships Channel Strategies for Emerging Growth Companies “ Ideas That Last ” Palladin Consulting www.palladinenterprises.com

Agenda ,[object Object],[object Object],[object Object],[object Object],[object Object]

Executive Summary – The Problem ,[object Object],[object Object],[object Object],[object Object]

Executive Summary ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Introducing: The Palladin P.A.T.S. Program ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Base Definition of Partner Types

Your products could go wide or deep ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

A Look at the Target Market Tiers $300 to $1Billion Tier 3 Below $300 million Retail Manufacturing Distribution $1B + Companies Healthcare Government Telco Finance Tier 1 Large ISV’s, OEMs & SI’s Tier 1 Large Enterprise Accounts Tier 2 Mid Market Accounts Tier 2 ISV’s, OEM’s & SI’s

[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Your products could go wide or deep

Market Tiers: Where & How Do Potential Partners Sell? $300 to $1Billion Retail Manufacturing Distribution $1B + Companies Healthcare Government Telco Finance

System Integration Partner Eco-System

[object Object],[object Object],[object Object],[object Object],[object Object],Partner Market Tiers – Where & How Do They Sell ? Co Sell & Resell Less custom Same BI issues! $300 to $1Billion Below $300 million Retail Manufacturing Distribution $1B + Companies Healthcare Government Telco Finance Accenture, Price Waterhouse Deloitte, Bearing Point, SAS RIM, McKesson, Cognos Hitachi Consulting, Emergis Cap Gemini, Cyber, Axon, Clarkson, IDS, RIM Partners Sales Model Resellers & Boutique SI’s

Executive Summary – Operational Readiness ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Why Recruit Partners in all 3 Market Tiers? ,[object Object],[object Object],[object Object],[object Object],[object Object]

Results? ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Potential Partner Revenue Growth Typical Results

Benefits: Working With Partners Market Share Program Benefits Impact Areas  Revenue  Gross margin  Product utilization Account Management Market Perception ,[object Object],[object Object],[object Object],[object Object], Cost of sales  Predictable revenues  Errors in forecasts  Operating costs ,[object Object],[object Object],[object Object], Market awareness  Partner conflicts  Board satisfaction  Exit strategy ,[object Object],[object Object],[object Object],[object Object]

How Does Palladin Approach Partnering?

P.A.T.S. - 30 & 60 Day Program Highlights ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

P.A.T.S. – Optional Program Features ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

P.A.T.S. Long Term Program Goals ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Typical 60 Day P.A.T.S. Project Time Line Initiate PATS Pilot Program Hire Partner Champion Beta Partner Meetings Develop Administrative Metrics & Feedback 60 Day Go Live Launch Decision Formal Tier 1 & 2 Partner Launch Formal Tier 1 Partner Recruitment Marketing Launch Additional Metrics & Feedback Hire Additional Alliances Personnel (TBD) Formal Tier 2 Partner Recruitment Launch Tier 3 Partner Rollout if applicable Staff Inside Sales Metrics & Feedback ,[object Object],[object Object],[object Object],[object Object],Q1-09 Q2-09 Q3-09 Q4-09 Q1-09 Q2-09

For More Information Contact: Chuck Morse 774 266-0421 [email_address] Palladin Consulting Home Page

Growing Revenues with Partners

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