Celebrus Apex Programme

Transcription

1 Celebrus Apex Programme Introduction This document outlines the benefits of becoming a Celebrus Apex Partner, explains how the programme is structured and how to become a part of it. Why become a Celebrus Apex Partner? Celebrus enables organisations to dramatically improve their customer intelligence and marketing effectiveness through the provision of detailed, real-time data on individual online customers. Including this data in customer intelligence initiatives translates into:- increased sales stronger brand loyalty optimised marketing budgets Celebrus Technologies Limited is an 11-year-old, growing, profitable, international VC backed UK Company, with approximately 40 employees and with the key founders still engaged with the Company. We have gained a number of prestigious industry awards and hold multiple, fundamental patents in the area of online data collection and transformation. Our technology is deployed on many thousands of websites around the world, including those of some of the world's largest banks, (e.g. HSBC, RBS, BoA), insurance companies, (AXA, Zurich, Achmea Group), Telco s, travel companies and many retailers in Europe, South America and Asia. p1

2 Advantages of being a Celebrus Apex Partner As a Celebrus Apex Partner you will be able to take advantage of the Celebrus unique technology to allow you to differentiate your business and drive growth and profitability for your company. What is the Celebrus Apex Programme? The Celebrus Apex Programme is a framework that offers you education, tools and support on Celebrus technology to allow you to differentiate your business by extending your own capabilities to set yourself apart from your competition. You will be assigned a dedicated Account Manager and have access to resources and tools to guide and assist you in winning new business based on Celebrus technology as well as growing your Celebrus installed base. p2

3 1 Apex Partner Benefits By becoming a Celebrus Apex Partner you will gain: Access to new lucrative revenue streams for your customers using Celebrus technology An ability to add to your unique value proposition using the core Celebrus technology not purely reselling product thus no conflict of interest or competition between yourself and other Celebrus Apex Partners The ability to be market leader in your field to capitalise on the continually changing online / mobile world with Celebrus unique technology p3

4 2 Apex Partner Types Celebrus classifies its partners into a number of types to assist the identification of capability. A given partner may fit into one or more of these categories according to their business style Celebrus Country Partner A Celebrus Country Partner is the primary sales channel for Celebrus in a given country or region. They have the necessary solution expertise to put together appropriate proposals, where necessary in partnership with other partners in their area. A Country Partner may also be an Consulting Partner or a Reseller Partner, but they may choose to work with others to achieve this. Celebrus Technology Partner A Celebrus Technology Partner will be the owner of technology that is complementary to Celebrus. A given Technology Partner will clearly bring expertise in their own technology and market sector, and while they may not have a complete view of Celebrus technology they will know the best way we can work together. p4

5 Celebrus Reseller Partner A Celebrus Reseller Partner will actively resell Celebrus software and should have all of the skills required to deploy and support Celebrus, including integration with other systems. They may also provide a hosting capability on behalf of customers. A Reseller Partner may specialise in deployments including the technology from one or more Technology Partners. Celebrus Consulting Partner A Celebrus Consulting Partner is there to help the end user get value from the Celebrus deployment. They will bring significant expertise in analysis of data and definition of actions leading to value based on that analysis. Their previous experience will enable them to reach ROI goals significantly more rapidly than a customer may expect to do without their help. Consulting Partners may be specialist in key fields such as digital marketing or web personalisation. Celebrus OEM A Celebrus OEM is a company that uses Celebrus technology as a component in their own product. The user of the product will not know that Celebrus technology is involved. Involvement in the Celebrus Apex Programme enables you to keep track of future developments that will come from Celebrus and integrate those in your product plans as well as influencing the direction that Celebrus may take. p5

6 3 Resources available to Partners The following is a high level overview of the resources that will be available to you through the programmes to help you succeed in today's market. A Celebrus Account Manager Pre-sales support where appropriate Access to the Celebrus Partner Helpline and Online Fault Ticketing Joint Partner marketing activities Access to Celebrus partner portal The Pinnacle Co-branding opportunities p6

7 4 Partner Qualification & Sign-up In partnership with your Celebrus Account Manager you determine The mutual benefit of working with Celebrus Client and sector fit Revenue opportunities and objectives The skills you will need or the use you can make of the skills you have The investment you will need to put in An initial understanding of the proposition This will result in a partnership agreement including an NDA and revenue objectives. p7

8 5 Partner Sales Enablement You work with your Celebrus account manager to: Introduce the product set to your Sales, Pre-sales and Support staff. Ensure that your Sales and Pre-sales staff understand the value proposition to support their success Ensure that the support processes in place work for Celebrus and for you including escalation paths. Agree a joint business plan including identified target markets and marketing activities Celebrus will provide an introduction plan and a Partner Welcome Package including: 1 Pre-sales demonstration tools 2 Slide set of the specific partner and Celebrus proposition 3 Sales/order process 4 Support process 5 Escalation Process p8

9 6 Operations Roll-out For your first deployment Celebrus recommend that you work closely with Celebrus Support staff. This will ensure a successful installation and provide on-the-job training. This stage is driven by Celebrus Partner Enablement Team and Support organisation. It provides: 1 An education plan for your support staff Implementation teams 2nd and 3rd line support Help Desk 2 A trial-roll out on your own website 3 A plan for initial customer project roll out Hand-holding Implementation advice 4 Detailed trials of the communications processes Issue notification Follow up Escalation Licence requests p9

10 7 Ongoing Account Support The Partner process will include regular status meetings between Celebrus and your support staff to ensure that: 1 You have clear sales support for key opportunities 2 Technical issues in hand are being dealt with appropriately 3 Process issues are addressed 4 The need for ongoing education and additional support is clearly identified p10

11 8 Partner Certification The Celebrus Apex Certification Programme is a joint process between Celebrus and you. It is the means by which you can be sure that you have the necessary capabilities to be able to support a Celebrus deployment in a way that makes sense to your business. The programme is not one size fits all, but rather recognises that you will bring your own unique capability to the programme and that you may work with other partners to provide a service to a given end customer. The development of the partner programme depends on the growth of long term relationships between partners that allow them to come together to satisfy the needs of a given customer. p11

12 9 Expected Partner Capabilities By becoming a Celebrus Partner you will gain: Country Technology Reseller Consulting Partner Partner Partner Partner Solution Expertise (CCS, ERS, ABI, DDS, RTE)* Celebrus Product Sales Deployment Capability Hosting Application Support Complementary Technology Provider System Integration User ROI Case Support Education * CCS - Core Component Set, ERS - Enterprise Reporting Suite, ABI - Audience Behavioural Intelligence, DDS - Detailed Data Store, RTE - Real-time Engine. p12

13 10 Education and Certification The tables on page 14 show the recommended education that should be undertaken by Celebrus Apex Partners to be able to sell, deploy and support a Celebrus installation. Different partner types require different expertise and with Celebrus you will develop a bespoke education plan depending on your particular requirements and expertise. Your organisation may rely on multi-skilled individuals or may use a team of technology aligned specialists. The plan you arrive at will take account of this and may include bespoke consultancy to provide a closely coupled value proposition. Celebrus recommend that education should be timed according to the needs of the organisation. The sales education should be completed first to enable your sales team to engage with the customer and, while there may be a brief early introduction, technical education should follow only once the first customer has been secured. This will ensure that our Partners gain first hand experience of putting the theory into practice. The education available is a mixture of video courses and hands-on classroom education which can be delivered either on-site or at Celebrus offices. Expertise required will depend on the type of partner. We would expect an implementation partner should have knowledge and expertise in the following areas: Web domain knowledge Networking Hardware / Servers / Discs / NAS Databases p13

14 11 Expected Partner Capabilities Sales Education System Value Market System Principles Proposition Positioning Demonstration Sales Presales Consultant Analyst Technical Education Architecture Sizing Operations & Analyser System Overview Deployment Work Configuration Bench Presales Consultant Solution Architect Installation / Operations Engineer Implementation Specialist Analyst The Operations and Configuration courses have additional modules that cover ABI and real-time. These modules are separate to the main course. p14

15 12 Continuing Development Celebrus offer education and consultancy on an on-demand basis to ensure you are kept abreast of the latest Celebrus software releases and new applications. You will work with your account team to ensure that your opportunities and skills are optimised for your business needs. To talk to Celebrus about becoming an Apex Partner, please or call us on +44 (0) Celebrus Technologies Ltd. CT:PP:INT:0112.V2 p15