Customer Challenges.

Transcription

1 Sony 1 Case Study

2 Customer Challenges Sony Europe planned to launch a commercial channel programme Sony1 to B2B resellers, distributors and influencers but had some challenges: Strategy Processes Programs Systems People Execution

3 RelayWare Solutions We formed a project management team with Sony and Gyro International to develop the Sony1 Program: 1. Goals 2. Strategy 3. Brand 4. Value propositions 5. Deliverables 6. Communications 7. Measurement 8. Performance management

4 RelayWare Solutions Sony 1 is now implemented on RelayWare - our fully integrated, best-in-class solution for partner relationship management: 1. Internal command and control system: 2. External partner portal: 3. External / internal channel incentive portal / system:

5 Channelmaster and Sony1.net * Channelmaster is Sony s internal name for RelayWare

6 RelayWare Solutions Our solution offers a broad range of Customer and Partner Relationship Management functionality: Sales Force Automation Marketing Automation Partner Service and Support Sales Lead and Pipeline Management Market Development Funds

7 Benefits Delivered to Sony The Sony1 Program backed by RelayWare unifies Sony s partner value proposition, communications and internal / external systems and data: One programme One loyalty / incentive scheme One training curriculum and training delivery vehicle One PRM command and control system for EMEA One partner portal One highly profiled partner database One product catalogue One communication delivery engine Centralised content management One management reporting mechanism

8 Benefits Delivered to Sony RelayWare offers a host of benefits which improve time to market and sales and marketing ROI: Contact management Content management Closed loop emarketing Closed loop lead and opportunity management Closed loop MDF management Strategic loyalty and tactical incentive campaigns

9 Benefits Delivered to Sony With the Sony1 Program, we have delivered tangible impact to top and bottom line for the commercial (B2B) business: Top Line: Sales company highlights: UK sales up by 12% France sales up by 35% Spain sales up by 24% Italy sales up by 66% >15,000 new reseller personnel recruited to programme in the first year Product group: SES sales up by 156% ITE sales up by 28% Bottom Line: Overall cost of sale reduction of 14% YoY

10 Benefits Delivered to Sony s Channel

11 Driving Traffic to Sony1.net

12 Sony1.net

13 Products at a Glance

14 ...Product Knowledge at a Click! Everything a salesperson needs to know with a click!

15 Profile-Driven Content Content is profile-driven Self-profiling means optimal content delivery

16 Sony1.net See What You Want to See Personalised banner advertising We know who you are! Personalised New Content Personalised Hot News Personalised Scrolling Product Features Personalised RSS News Feeds Personalised Sales Incentives

17 Integrated Multi-Media Training Personalised Training Curriculum

18 Joint Marketing Build / manage your own campaigns or customise a Sony campaign

19 Campaign Builder Import your logo andcontact details Click here and Sony do the rest Choose the template

20 Business Support Tools

21 Customer Endorsement Sony1 has been a great success but it could not exist without Channelmaster * and our portal has set a new benchmark for partner interaction across the Sony corporation. Sian Smith, General Manager, Sony EMEA Commercial Marketing Sony Europe * Channelmaster is Sony s internal name for RelayWare

22 Analyst Endorsement Our research shows that: Overall, Sony 1 is viewed very positively by the channel and rated one of the best programs in the EMEA region It a significant step forward in unifying Sony for the channel It is seen as a valuable sales and marketing resource It has one of the best portals in the industry It is becoming the resellers preferred Sony web site Product information is considered very important Quality of delivery for this is very high In summary - Great news and a lot to be proud of! Canalys, Independent Study Carried Out Summer 2006

23 Channel Endorsement Sony 1 has exceeded our expectations; we have not been disappointed by it More communication with Sony: it s 100% better than before It has made me more aware of what the Sony brand can do for our company Probably the best vendor site I use It s a reminder that Sony really is a viable alternative and it provides a wealth of information for presales It s easy to use and everything is in one place Sony 1 is great and Rewards really works It is much better than before. We feel closer to Sony now, before we didn t have much contact at all