CLOUD PARTNERS VS. TRADITIONAL PARTNERS HOW TO ENABLE AND MOTIVATE HYBRID PARTNERS KEY TAKEAWAYS AGENDA
|
|
- Jade Allen
- 8 years ago
- Views:
Transcription
1 Building a Go-to-Market Strategy to Enable Both Your Cloud and Traditional Partners William Gilsing, VP Channel Strategy Dale Taormino, VP Client Services
2 CLOUD PARTNERS VS. TRADITIONAL PARTNERS HOW TO ENABLE AND MOTIVATE HYBRID PARTNERS KEY TAKEAWAYS AGENDA
3 Cloud Partners vs. Traditional Partners
4 Partner and Cloud trends are defined by the risks and obstacles that must be overcome Cloud partners have had to manage: cash flow issues replace old streams of revenue with new ones, and manage often longer sales cycles all while reinventing sales compensation models
5 And because on-premise opportunities are not going away A balance between Cloud and on-premise spending is the reality IDC, 2013 NOTE: Estimates exclude facilities and staff
6 Channel partners are responding to the increased risk with a more diverse portfolio Forrester, 2013
7 Which means that your goal isn t to enable Cloud Partners and Traditional Partners. Cloud Partners Hybrid Partners Traditional Partners You actually need to enable a continuum of partners with hybrid businesses
8 With an eye to strengthening their Cloud orientation to build a more robust channel Cloud-oriented partners have more: Upsell opportunities The recurring revenue model fosters long term customer relationships 2.4x growth rates and net new customers compared to non Cloud-oriented partners Would you like some fries with that?
9 How to go to market with hybrid partners
10 To develop a hybrid channel strategy that supports all your partners, you need to: 1. Know your partners 2. Provide business transformation support (revenues, cash flow, compensation models) 3. Help partners be better marketers 4. Realign incentives 5. Measure and adjust 6. Maintain a dialogue
11 How to go to market with Hybrid Partners Know Your Partners
12 First you need to know your partners and create partner tiers, scoring both quantitative and qualitative attributes Partners are evaluated based upon their value contribution The value contribution is determined using both quantitative and qualitative attributes Quantitative: revenue performance and revenue growth Qualitative: partner capabilities and specializations that drive demand for the vendor s solutions and further enhance the solution offering Attributes are customized for a vendor s solutions and market focus Each attribute is assigned a specific score Tiers are determined by scoring ranges Revenue Revenue Growth Technical Cert. Vertical Market Focus Sales Capacity Customer Sat Etc.
13 Partner profiling and scoring is used to evaluate partners and their Cloud capabilities Partner attributes are used to value score and recruit new partners Solutions sold, supported Specializations Certifications Top line vendors Marketing resources Sales Resources Vertical market expertise Revenues Growth Rate Partner attributes plus revenues plus growth are used to value score and tier existing partners
14 How to go to market with Hybrid Partners Provide Business Transformation Support
15 Business transformation assistance involves developing a Cloud Services business plan Support in developing customized, scalable cloud solutions while driving ongoing revenue for long-term business sustainability Assistance selecting the right model of engagement based on current and planned cloud business goals Financial planning for the Cloud Project revenues Manage cash flow Re-design sales compensation structures
16 Provide clear direction regarding solutions and services Provide your partners with a roadmap to successfully sell your Cloud solutions Market size and market positioning The competitive landscape Your marketing and demand generation strategy (generating leads for your partners) Most importantly, identify the services they can provide to augment your Cloud solutions Help partners determine which services complement your solutions and meet their customer needs
17 Plan components summary Joint Business Plan Goals for business outcome Company Overview Position/GTM Model Industry Certifications Value to company Sales history Their business goals Location/Staffing Certifications and competencies Marketing Capabilities Profile Data Performance Summary Sales history Certification management Program participation goals and performance Investment summary Scorecard/ Benefits Statement Marketing Plan Objectives and related goals Alignment with vendor initiative Marketing Activities Investment Level required via promotional allowances (MDF/Co-op) Marketing Planner
18 Provide your channel team including CAMs with the knowledge to guide and follow-up with partners Guide select Partners through their personal Cloud implementation roadmap process Immerse CAMs and inside sales in cloud transformation information and knowledge of available resources for Partners Provide targeted workshops for key partners Develop a series of guides and documentation for channel team 2012 hawkeye, all rights reserved.
19 How to go to market with Hybrid Partners Help Partners be Better Marketers
20 65% of marketers report that they are not highly skilled in marketing 43% say: We need help with marketing software tools. 35% say: We need marketing training (SEO, social, and lead management). 32% say: We need better BI on MDF utilization 30% say: We need help with website design/services/ tooling.
21 Determine where your partners can best contribute Sirius Decisions
22 Use joint marketing planning on the front end Individual activities are tied to overall business objectives, not considered in isolation Funding for an activity is based on acceptance of the overall business plan Automated solutions make JMP practical for a wider range of partners/segments Directly tied to MDF/Co-op funding allocation An analysis of spending vs. goal attainment is the driver of best practices which can then be applied to improve overall channel performance
23 There are three key components of marketing enablement 1 Pre-sales incentives (MDF/Coop) + Provides funding - BPM, not marketing optimization 2 Marketing Automation + More control over brand & messaging - Still requires marketing expertise 3 Prepackaged Programming +Programs are preplanned, and managed end to end Best Suited for Tier II and III partners
24 Your pre-sales (promotional allowance) incentives are a strategic tool to help you achieve GTM goals Introduce new products/solutions and drive sales adoption Introduce products and solutions to new target geos to reach goal of 7% market share in FY2014 Help drive new partner recruitment and enablement goals to achieve 2014 recruitment targets Reinforce corporate brand messaging in partner-toprospect communications
25 Your promotional allowance program can be a strategic tool to reach key GTM goals Example GTM objectives Introduce new products/solutions and drive sales adoption Introduce products and solutions to new target geos to reach goal of 7% market share in FY2014 Help drive new partner recruitment and enablement goals to achieve 2014 recruitment targets Reinforce corporate brand messaging in partner-to-prospect communications
26 Marketing automation eases execution for partners Content designed around your initiatives, but allows partners to customize, differentiate themselves Provide support/tools that activates across the entire sales cycle from lead generation to near-sales Consider Marketing Concierge Services as a complementary offering Incentivize partners to use your marketing automation initiatives
27 And prepackaged programming aligns with your GTM goals Establish packages around fixed price tiers Define a predictive marketing outcome with each Consider multiple suppliers and alternatives for each marketing type Allow for peer reviews of individual packages Improve appeal by direct deduction of allowances or funded via credit cards
28 Partner Type A Score your partners marketing savvy to help determine the right mix of marketing support Partner Type B Joint Marketing Planning MDF/Co-op Joint Marketing Planning MDF/Co-op Marketing Automation Tool Key Scorecard Elements: # Head count in Marketing Dept Use of Marketing technology # of campaign per quarter/year Social media presence # of content pieces created Partner brand recognition Size of contact database Partner Type C MDF/Co-op Marketing Automation Tool Concierge Marketing Support
29 How to go to Market with Hybrid Partners Realign Incentives
30 Design incentives programs that deliver engagement and repeat sales 1 Strategy Socialization Localization 7 Experiential Participation Segmentation Customization Establish core implementation strategy and baseline value proposition Utilize strategies to drive enrollment and participation Embed... mechanisms to ensure continuous utilization and engagement Move from basic offer construct to smart segmentation with different requirements and benefits for each Perform geobased segmentation Move from segmentation to unique offers and communications based on individual behavior Integrate ALL data sources so that each participant experience is even more personalized and unique
31 Align incentives throughout the customer lifecycle Pre-Sale Enablement Pre-Sale Rewards Post-Sale Rewards Partner-Led Marketing Sales & Technical Training Lead Follow-up Register Opportunity Long Term Sales Goal Attainment Soft Goal Attainment Close Deals MDF/Co-Op & Rewards Individual Rewards Individual Rewards
32 Target some MDF funds specifically to develop your Cloud initiatives Balance MDF budget between Cloud and on-premise initiatives Allocate funds to partners that demonstrate growing Cloud capabilities (i.e. QoQ growth in Cloud solution sales, completion of Cloud sales training, etc.) Align approved activities tightly to drive increased demand generation of Cloud opportunities, funding further partner enablement and business development like individual sales rep SPIFs for cloud sales success
33 Incentives tied to pre-sales soft skills Incentives at both individual and organization level Marketing and business acumen skills development via training and certification offering completion
34 Align rebates for a recurring revenue model to help drive partner transformation For recurring revenue, rebates paid based on Life Time Value (LTV) instead of one-time unit price Adjust compensation model (MRR, QRR, or ARR) Oriented more to revenue growth, not revenue attainment Services attach rate (manufacturer OR partner services) incentives Rebates tied to customer adoption/usage in initial 6-9 months 34
35 How to go to market with Hybrid Partners Measure and Adjust
36 Partner metrics change in the Cloud Number of Deals Sales Cycle Upsell Opportunity Deal Size Performance Impact Gross Profit Annuity Revenue Cash Flow Overall Revenue Adapted from IDC, 2014
37 Channel transformation has made measuring partner and program performance more critical than ever before Value Breadth Frequency Financial POS Sales activity Trainings completed Deals registered /closed Engagement Behavioral Partner portal Training tools Sales tools (e.g. Deal reg) Marketing automation Registrations Participation/frequency Accruals/redemptions Engagement Programmatic Rewards platform
38 Track program ROI ROI of partner programs in aggregate 128% Determined benchmarks for elements of programs delivering high ROI Analysis of sales and partner program data from Q1 to Q4 for 3 regions Sales Debit SPAs Platinum Rewards (EMEA & APAC) Gold Rewards (EMEA) MDF Sales Net of (NA & EMEA Incentives
39 Track partner performance Pareto/RFM Divide Partner database into 20% brackets from highest value (1) to lowest value (5) Anchor tracking from earliest sales period Most recent, frequent and highest revenue per Partner are most valuable Align programs to ensure rationalization of enablement and incentives Track migration of partners from tier to tier
40 And measure marketing performance Play ROI Cost per lead MQLs, SALs, SQLs generated Number of registered deals by partner Number of deals closed by partner Key Metrics Database size Number of partners participating Certified marketing resources Amount of MDF utilized Marketing ROI Marketing contribution to pipeline Marketing influence to pipeline Marketing investment to pipeline (e.g. 1-4%) Adapted from Sirius Decisions
41 How to go to market with Hybrid Partners Maintain a Dialogue
42 Communicate and engage your partners and motivate them to participate Communication Strategy Interactive and UX Mobile and Social Media Direct & Communications
43 But do it in a way that facilitates an ongoing conversation Bi-directional Change is happening SO FAST, you have to have REAL- TIME conversations with your partners Leverage PACs Use monitored forums Train the trainers - channel account management / coaching Solicit real-time channel insights Build an adaptive GTM system - in tune with channel and end users to get immediate feedback Use it to evolve hybrid partner programs
44 Train your CAMs to be hybrid partner coaches Understands the market place and competition Understands Vendor and Partners business models Develops and manages Business Plans Drives demand through partners Meets/exceeds partners sales quota Manages sales pipeline Coverage & Capacity Programs Communication & Engagement Competency Enhancement Coaches partner sales, marketing, tech teams Provides programs, funding, tools, support, training Gains partner and staff mindshare Champions vendor value prop, goals & objectives Aligns goals and mediates disputes Coordinates vendor resources
45 Key Takeaways
46 Build a go-to-market strategy for all your partners Strategy without tactics is the slowest route to victory, tactics without strategy is the noise before defeat. Sun Tzu Know your partners Provide business transformation support Help partners be better marketers Realign incentives Measure and adjust Maintain a dialogue 46
47 Thank You William Gilsing Dale Taormino
Executing a Successful SPIF
Executing a Successful SPIF BEST PRACTICES, TIPS, AND TECHNIQUES SPIFs are a great way to generate enthusiasm and mindshare, promote market adoption of a new solution, incent the sales of a specific combination
More informationChannel Incentive Study- B2B Technology Industry
Channel Incentive Study- B2B Technology Industry A CCI Report CCI conducted a study in Q4 of 2010 to assess the utilization of various incentive program types and their relative importance and/or effectiveness
More informationBest Practices For Channel Data Management
Best Practices For Channel Data Management TABLE OF CONTENTS What is Channel Data Management?......................... 3 Who Uses Channel Data?.................................... 11 Four Steps to Success......................................
More informationCUSTOMER RELATIONSHIP MANAGEMENT CONCEPTS AND TECHNOLOGIES
CUSTOMER RELATIONSHIP MANAGEMENT CONCEPTS AND TECHNOLOGIES Chapter 1: Introduction to CRM Selected definitions of CRM 1 CRM is an information industry term for methodologies, software, and usually Internet
More informationSales Force Effectiveness : How the HR team can influence performance
Sales Force Effectiveness : How the HR team can influence performance Steve Grossman, Chicago Fernando Pedó, São Paulo www.mercer.com Today s speakers Steve Grossman Chicago, IL, USA +1 312 917 9609 steve.grossman@mercer.com
More informationwww.channelmanagement.com
Exploiting the Benefits of Lead Referral Programs as a Profitable Marketing Tool WHITE PAPER Referral Programs are an increasingly popular resource for marketers to add new sources of revenue or to streamline
More informationSecure Your Success. Intel Security Partner Program
Secure Your Success Intel Security Partner Program Today s digital security threats are more sophisticated and complex than ever. At the same time, computing advancements are opening up new possibilities
More informationLead to Money: Aligning Finance with Sales and Marketing Processes
#LeadToMoney Sales Management Association Webcast Lead to Money: Aligning Finance with Sales and Marketing Processes 13 February 2014 Presented by Copyright 2014 The Sales Management Association. About
More informationOracle Sales Cloud for High Tech and Manufacturing
W I N T E R 1 6 Oracle Sales Cloud for High Tech and Manufacturing Oracle Sales Cloud for High Tech and Manufacturing handles both the direct and channel sales processes that global manufacturers require
More informationThe Five Disciplines of Channel Management
The Five Disciplines of Channel Management Drive Your Partner Investments to a Competitive Advantage and Improve Your Company s Efficiency and Effectiveness Executive summary In today s business environment,
More information2015 Xerox Global Partner Program
2015 Xerox Global Partner Program For more than a half a century, Xerox has been a leader in IT and print technology giving our mutual customers the freedom to focus on what matters most: their real business.
More information2015 Xerox Global Partner Program
2015 Xerox Global Partner Program For more than a half a century, Xerox has been a leader in IT and print technology giving our mutual customers the freedom to focus on what matters most: their real business.
More informationSAP s 360 Approach to Web Localization. Rashmi Schaefers & Hajo von Kracht Digital Channel Localization SAP AG June 2011
SAP s 360 Approach to Web Localization Rashmi Schaefers & Hajo von Kracht Digital Channel Localization SAP AG June 2011 What is Localization? Country Communications Tonality Governance Localization Analytics
More informationElevate Customer Experience and Engagement in the New Digital World
Elevate Customer Experience and Engagement in the New Digital World John Chan CRM Solutions Lead, Microsoft Business Solutions Microsoft Asia Customer buying behavior has fundamentally changed therefore,
More informationEMARSYS PARTNER PROGRAM
EMARSYS PARTNER PROGRAM CONTENTS EMARSYS PARTNER COMMUNITY 3 PARTNER PROGRAM TYPES 5 AGENCY PARTNER PROGRAM 6 REFERRAL PARTNER PROGRAM 8 RESELLER PARTNER PROGRAM 12 EMARSYS PARTNER COMMUNITY 4 EMARSYS
More informationEMC Velocity 2 Partner Program. Accelerate your profitability
EMC Velocity 2 Partner Program Accelerate your profitability The EMC Velocity 2 Partner Program has allowed our organisation to demonstrate our value against other solution providers. For example, our
More informationPricing and Selling Your SaaS Application. Colleen Smith Vice President SaaS October 8, 2013
Pricing and Selling Your SaaS Application Colleen Smith Vice President SaaS October 8, 2013 Agenda Saas Pricing Best Practices Do s and Don ts of Pricing Your Offering Aligning Price with Customer Value
More informationCloud Essentials, Cloud Accelerate & Cloud Deployment
Cloud Essentials, Cloud Accelerate & Cloud Deployment MPN Competencies Associating With A Distributor US SMB Champions Club VAR Rebates Cloud Essentials, Cloud Accelerate & Cloud Deployment MPN Competencies
More informationADVANCING SECURITY, TOGETHER ADVANCING. THRIVE IN THE FAST- GROWTH SECURITY MARKET Security Focused Easier Achievements Faster Rewards
SYMANTEC SECURE ONE GUIDE DECEMBER 2 0 1 5 ADVANCING SECURITY, TOGETHER ADVANCING THRIVE IN THE FAST- GROWTH SECURITY MARKET Security Focused Easier Achievements Faster Rewards Symantec Secure One Guide
More informationSales Channel. For Your. Stephen N. Davis. Partnering With Clients to Drive Sustainable Profitable Growth. What We ll be Covering
Choosing the Right Sales Channel For Your Startup Stephen N. Davis Partnering With Clients to Drive Sustainable Profitable Growth What We ll be Covering Developing your channel strategy Types of sales
More informationMEASURING THE IMPACT OF TRAINING: A FOCUS
MEASURING THE IMPACT OF TRAINING: A FOCUS ON SALES READINESS THOUGHT LEADERSHIP SURVEY RESULTS TABLE OF CONTENTS STUDY OVERVIEW 2 KEY FINDINGS 2 ANALYSIS: MEASURING SALES READINESS 3 ANALYSIS: MEASURING
More informationEmployee Engagement Drives Client Satisfaction and Employee Success in Professional Services
Employee Engagement Drives Client Satisfaction and Employee Success in In professional services, business success is achieved through employee success. Organizations that prioritize top talent gain competitive
More informationXACTLY PARTNER PROGRAM GUIDE
XACTLY PARTNER PROGRAM GUIDE 2014 PARTNERING WITH XACTLY The targeted nature of our partner program enables us to help partners better capture the momentum of the growing incentive compensation management
More informationP2P Maturity Model Playbook
P2P Maturity Model Playbook Table of Contents Business Case for Partnerships P2P Maturity Model Defining 4 Maturity Models Defining the 10 Business Functions P2P Maturity Model 10 Business Functions Call
More informationYOUR PATH TO GROWTH. Best Practice Channel Sales Compensation
YOUR PATH TO GROWTH Best Practice Channel Sales Compensation OUR PRESENTERS TODAY Erik Charles Sr. Product Marketing Manager Xactly Corporation Daniel Hawtof VP, Product Management Channelinsight Adam
More informationwww.pwc.com Next presentation starting soon Next Gen Customer Experience Enabled by PwC & Oracle s Cloud CRM & CX Applications
www.pwc.com Next presentation starting soon Next Gen Customer Experience Enabled by & Oracle s Cloud CRM & CX Applications Agenda Introductions & Customer Experience / CX Defined Why CX is Critical Today?
More informationStrategic Guide to creating a World Class Customer Advisory Board Program
Strategic Guide to creating a World Class Customer Advisory Board Program This paper is authored from CustomerAdvisoryBoard.org industry association research including the CAB Manager Industry Surveys,
More informationProof of Concept service. Professional and Managed Services. Installation services. First Looks
SUPPORT SERVICES Professional and Managed Services Exclusive Networks offers an extensive professional and managed services portfolio, which enables our business partners to successfully expand their product
More informationQuick Start to Accelerating Your Cloud Business. Katherine Hunt, Director, Member Communities
Quick Start to Accelerating Your Cloud Business Katherine Hunt, Director, Member Communities CompTIA Strategy Educate The IT Channel Advocate On behalf of the industry Certify The IT workforce Give Back
More informationCisco Partner Field Guide Leading Practices for Partner Profitability
Version 1.0 Leading Practices for Partner Profitability VERSION 1.0 Leading Practices for Partner Profitability Cisco Services Making Networks Work. Better Together. Contents 3 Contents 3 Section 1: Introduction
More informationHarness the Power of Partnership Everything is possible when you have the right partner.
Technology Success Accelerate Harness the Power of Partnership Everything is possible when you have the right partner. Avnet Technology Solutions, Americas Intelligent Collaboration Disruptive technologies
More informationCreating Successful Marketing Enablement Programs My Successful Channel Program
Creating Successful Marketing Enablement Programs My Successful Channel Program How to use the tools that work! September 2013 Contents Drive Effective Partner Marketing: The Key to Successful Channel
More informationADVANCING SECURITY, TOGETHER
SY M A N T E C S E C U RE ON E G U ID E LAST REVISED J U N E 2016 ADVANCING SECURITY, TOGETHER T H R I V E I N T H E F A S T - G R O W T H S E C U R I T Y M A R K E T S e c urit y Focused E a s ie r Ac
More informationLeveraging Information For Smarter Business Outcomes With IBM Information Management Software
Leveraging Information For Smarter Business Outcomes With IBM Information Management Software Tony Mignardi WW Information Management Sales IBM Software Group April 1 2009 Agenda Our Smarter Planet and
More informationCallidus Software Investor Presentation Name: first, last Leslie Stretch CEO Date Ron Fior CFO
Callidus Software Investor Presentation Name: Leslie Stretch first, last CEO Date Ron Fior CFO Safe Harbor Statement Some of the comments we will make today are forward-looking statements. They are based
More information+44 (0) 1189 908 0850 partners@voxclever.net www.voxclever.com
ENTERPRISE CLOUD COMMUNICATIONS: AN INTRODUCTORY OVERVIEW +44 (0) 1189 908 0850 partners@voxclever.net www.voxclever.com Table of Contents Why choose us?... 2 How do we help?... 2 Product as a Service...
More informationHow To Build A Successful Channel Management Program
Sales Benchmark Index 5 Key Components of Channel Management White Paper Unless your company sells exclusively to the End-User of your product, you participate in some degree of Channel Management. Whether
More informationSilverpop Partner Program
Silverpop Partner Program Silverpop Partner Program - Overview Silverpop is the only digital marketing technology provider that unifies marketing automation, email, mobile, and social. Its customers achieve
More informationBest Practices for Achieving World Class Marketing and Sales Integration, Effectiveness. Copyright 2013 OppSource, Inc. All Rights Reserved
Best Practices for Achieving World Class Marketing and Sales Integration, Effectiveness Agenda Time Module Purpose 8:30am 8:45am Introductions Roles, responsibilities, expectations for outcomes 8:45am
More informationUsing PartnerNet to Propel Growth
FAQ www.novell.com/partners Using PartnerNet to Propel Growth Frequently Asked Questions November 2011 TABLE OF CONTENTS Overview 3 Using Performance Values to Recognize and Reward Partners 4 Medallion
More informationWhy Redknee s Pre-Integrated Real-Time Billing and Customer Care Solution is the Right Choice for CSPs
Why Redknee s Pre-Integrated Real-Time Billing and Customer Care Solution is the Right Choice for CSPs > > Summary In an increasingly saturated and competitive market, telecom operators face huge challenges
More informationEXECUTIVE CENTRAL. Leader Channel Sales Management Excellence
EXECUTIVE CENTRAL Leader Channel Sales Management Excellence TM EXECUTIVE CENTRAL How do you attain dedication, loyalty and continued focus from your reseller channel so that both partners' business needs
More informationTransition from VAR to MSP. A Publication of the CA Service Provider Center of Excellence
Transition from VAR to MSP A Publication of the CA Service Provider Center of Excellence transition from VAR to MSP There is NO magic potion! There is no instant transformation This is a process that will
More informationSolutionsPath TM. Strengthen your ability to deliver solution-led propositions into high-growth technology areas and vertical markets
Accelerating Your Success SolutionsPath TM Strengthen your ability to deliver solution-led propositions into high-growth technology areas and vertical markets SOLUTIONS Page 2 SolutionsPath TM Introduction
More informationWorld-Renouned Services
World-Renouned Services Digital Intelligence Systems, LLC (DISYS) is a global managed staffing and services company with core capabilities in: Agile Solutions Infrastructure Support Services Application
More informationPRM SOFTWARE AS POWERFUL AS YOU NEED IT TO BE. Partner Relationship Management: A Success Guide for Emerging Growth Companies
PRM SOFTWARE AS POWERFUL AS YOU NEED IT TO BE Partner Relationship Management: A Success Guide for Emerging Growth Companies Table of contents Partner Relationship Management for Emerging Growth Companies...
More informationFiorano Partner Group Program Guide
Fiorano Partner Group Program Guide Document Outline A partnership with Fiorano represents a mutually beneficial relationship. Our program provides a predictable and clearly defined environment for you
More informationDigital Marketing Institute s. Professional Diploma in Digital Selling. Validated by the Syllabus Advisory Council (SAC)
Digital Marketing Institute s Professional Diploma in Digital Selling Validated by the Syllabus Advisory Council (SAC) Content Professional Diploma in Digital Selling Welcome Course overview Course content
More informationWhite. Paper. The Road to the Hybrid Cloud: Signposts on the Way to Success. July 2015
White Paper The Road to the Hybrid Cloud: Signposts on the Way to Success By Kevin Rhone, Senior Partnering Consultant July 2015 This ESG White Paper was commissioned by VMWare and is distributed under
More informationIMPACT PARTNER PROGRAM
IMPACT PARTNER PROGRAM VAULTIZE IMPACT PARTNER PROGRAM Security Efficiency Control Dear Partner, By joining the Vaultize Impact partner program, your company benefits from the industry s leading enterprise-grade
More informationMitel Professional Services Catalog for Contact Center JULY 2015 SWEDEN, DENMARK, FINLAND AND BALTICS RELEASE 1.0
Mitel Professional Services Catalog for Contact Center JULY 2015 SWEDEN, DENMARK, FINLAND AND BALTICS RELEASE 1.0 Contents MITEL PROFESSIONAL SERVICES DELIVERY METHODOLOGY... 2 CUSTOMER NEEDS... 2 ENGAGING
More informationVERITAS PARTNER FORCE PROGRAM GUIDE. Grow your business with the Veritas Partner Force Program Rewarding Capability, Commitment & Growth
VERITAS PARTNER FORCE PROGRAM GUIDE Grow your business with the Veritas Partner Force Program Rewarding Capability, Commitment & Growth Contents Veritas Partner Force Program Overview... 3 About this Veritas
More informationAn in-depth look into how today s cloud solution providers create and sustain successful partnerships while empowering customers to move to the cloud.
Partnering in the Cloud 2015 ISV REPORT An in-depth look into how today s cloud solution providers create and sustain successful partnerships while empowering customers to move to the cloud. Partnering
More informationGetting CRM Right: are you working from first principles... or are you paving the cow path?
Getting CRM Right: are you working from first principles... or are you paving the cow path? By Greg Glass Founder and CEO, Glass Client Programs Ltd Implementing CRM technology on the hoof and on top of
More informationRecognize the five signs that your channel is underperforming and turn the situation around by engaging and empowering your resellers.
Recognize the five signs that your channel is underperforming and turn the situation around by engaging and empowering your resellers. Your resellers success is critical to your own success. While there
More informationIncreasing Marketing ROI with Customer Analytics. 2013 IBM Corporation
Increasing Marketing ROI with Customer Analytics 1 The agenda The Marketer s Evolving Role Data/Analytics Based Decisions Customer Analytics to Increase ROI ROI in Action 2 The Marketer s Evolving Role:
More informationConnectivity in the Enterprise: The Rise of Cloud and Its Integration Challenges
2015 Industry Report Connectivity in the Enterprise: The Rise of Cloud and Its Integration Challenges By Scribe Software Conducted in conjunction with Spiceworks TABLE OF CONTENTS 3 Introduction 4 Executive
More informationMicrosoft Partner Incentives
FY15 Partner Incentives Portfolio July 1, 2014 September 30, 2015 FY15 Partner Incentives Portfolio Microsoft s FY15 partner incentives portfolio focuses on three core priorities: Driving Cloud partner
More informationWhy is it so difficult to grow revenue, identify emerging customers and partners, and expand into new markets through the indirect sales channel?
1 Spring, 2012 Increase Revenues with Channel Sales Management www.channelinsight.com EXECUTIVE SUMMARY Why is it so difficult to grow revenue, identify emerging customers and partners, and expand into
More informationSoftware & SaaS Financial Metrics and Key Benchmarks
A white paper from OPEXEngine on key financial metrics for building high performance, valuable tech companies. Software & SaaS Financial Metrics and Key Benchmarks OPEXEngine 2013. All Rights Reserved
More informationDeveloping Metrics That Drive Growth and Profitability
Developing Metrics That Drive Growth and Profitability Presenter: Mike Cleland Presented by Bond International Software, Inc. The worldwide leader in staffing and recruiting software. Introduction: The
More informationGo to Market with a New Analytic Product in Just 8 Weeks.
Go to Market with a New Analytic Product in Just 8 Weeks. A C A S E S T U D Y 8GTM Go to market with a new analytic product in just 8 weeks 500K Over half million in new revenue directly tied into analytics
More informationCase Study & POC & Demos Information
Case Study & POC & Demos Information Type: Case Study Name: Multichannel Campaign Management (MCCM) Description: The IBM Company seeks, as vendor, through the multichannel campaign management (MCCM) services,
More information2 e 2 : A S t r o n g S t o r y i n D a t a c e n t e r T r a n s f o r m a t i o n a n d C l o u d
I N S I G H T 2 e 2 : A S t r o n g S t o r y i n D a t a c e n t e r T r a n s f o r m a t i o n a n d C l o u d Mette Ahorlu I D C O P I N I O N IDC EMEA, 389 Chiswick High Road, London, W4 4AE, U.K.
More informationCLOUD ECOSYSTEM EVOLUTION CASE STUDY: PARTNER ECOSYSTEM STRATEGY FOR GROWTH
CLOUD ECOSYSTEM EVOLUTION CASE STUDY: PARTNER ECOSYSTEM STRATEGY FOR GROWTH 1 CLOUD ECOSYSTEM EVOLUTION PARTNER ECOSYSTEM EVOLUTION CLOUD PARTNER ECOSYSTEM Our client is the leading provider of internet
More informationHow To be Found Online for your top Keyword Phrases.
Buyers Provider Referrals Co- Marketing & Co-Selling Industry Expertise Alliances Strategies for Growth in 2012 ebook: Community Leaders Partners Influence Advocate How To be Found Online for your top
More informationON24 WEBCASTING. Marketing Performance Suite
ON24 WEBCASTING Marketing Performance Suite The New Marketing Challenge Buyer behavior is changing Business decision makers are increasingly self-educating before they engage in a sales conversation. In
More informationBe Part of the Cloud Conversation
Fly higher with the Microsoft Cloud Take advantage of the cloud opportunity Be Part of the Cloud Conversation Public IT cloud services spending will reach $108 billion in 2017 Source: IDC Enabling the
More informationTransform Inbound Contacts Into Profits: Best Practices for Optimizing Lead Management.
Transform Inbound Contacts Into Profits: Best Practices for Optimizing Lead Management. September 2012 OptifiNow September 2012 Transform Inbound Contacts Into Profits: Best Practices for Optimizing Lead
More information: 71870 ELEANORA LN RANCHO MIRAGE, CA 92270, USA.
G r o w Y o u r B u s i n e s s, i n c r e a s e y o u r p r o f i t & s a t i s f y y o u r c u s t o m e r s Call Center Services ERA TECH Call Centers helps large and small Business in every industry
More informationHow to leverage SAP HANA for fast ROI and business advantage 5 STEPS. to success. with SAP HANA. Unleashing the value of HANA
How to leverage SAP HANA for fast ROI and business advantage 5 STEPS to success with SAP HANA Unleashing the value of HANA 5 steps to success with SAP HANA How to leverage SAP HANA for fast ROI and business
More informationRelationship management is dead! Long live relationship management!
XRM: From Fragmentation to Integration Executive Summary Relationship management is dead! Long live relationship management! But it s not just about customers anymore. The value chain has grown so long
More informationTuning Incentives To Motivate Sales & Drive Profits. Christopher W. Cabrera, Founder, President & CEO Jeff Williams, Vice President Sales, IronPort
Tuning Incentives To Motivate Sales & Drive Profits Christopher W. Cabrera, Founder, President & CEO Jeff Williams, Vice President Sales, IronPort Agenda Introduction to Xactly Corporation How to Use Incentive
More informationCOPYRIGHT 2012 VERTICURL WHITEPAPER: TOP MISTAKES TO AVOID WHEN BUILDING A DEMAND CENTER
COPYRIGHT 2012 VERTICURL WHITEPAPER: TOP MISTAKES TO AVOID WHEN BUILDING A DEMAND CENTER For many B2B organizations, building a demand center is a no-brainer. Learn how to ensure you re successful by avoiding
More informationRethinking Your Finance Functions
Rethinking Your Finance Functions Budgeting, Planning & Technology BDO Canada Daniel Caringi ( dcaringi@bdo.ca ) September 25th, 2014 A journey of a thousand miles must begin with a single step. - Lao
More informationFive Strategies to Build a Successful Email Marketing Campaign
Five Strategies to Build a Successful Email Marketing Campaign David Daniels, CEO & Co-Founder - The Relevancy Group, LLC Christopher Nash, Senior Business Optimization Consultant Sitecore Reminders for
More informationHow To Create A Social Media Management System
Best Practices Brochure Best Practices for Optimizing Social CRM Maximizing the Value of Customer Relationships Social CRM Companies must do more than participate in today s social environment. They must
More informationVključitev komponente ekonomskih kazalnikov
Vključitev komponente ekonomskih kazalnikov pri investiranju v CRM poslovne rešitve Uroš Beočanin SAP Slovenija DSI, 14. 4. 2010 Agenda Why to invest in CRM in the Time of Economic Downturn? CRM ROI Case
More informationMORE PROFITABLE SALES STRATEGIES.
1 MSXI SALES EXCELLENCE SOLUTIONS MORE PROFITABLE SALES STRATEGIES. fueled by challenge. powering success.sm 2 GLOBAL AUTOMOTIVE EXPERTISE. MSXI s Sales Excellence Solutions systematically optimize your
More informationWHO WE ARE VISION MISSION VALUE. www.thorassociates.com
Results. ROI. Revenue. WHO WE ARE 2 VISION MISSION VALUE THOR identifies a product s Unique Selling Proposition and uses it to create brand differentiators. By integrating DRTV, Digital, Radio, Print,
More informationFY14 Managed Reseller Incentives
Anthony Ferry Neudesic FY14 Managed Reseller Incentives Incentives Guide April 21, 2014 TABLE OF CONTENTS Version History... 2 Overview... 3 Partner Eligibility Requirements... 4 MPN Competency Requirements...
More informationLeading the Change in Cyber-Security. Copyright 2011 EMC Corporation. All rights reserved.
Leading the Change in Cyber-Security 1 RSA SecurWorld puts partners on a fast track to success with leading-edge technology, extensive enablement and support, and a strategically flexible framework. [1]
More informationProfessional and Managed Services
SUPPORT SERVICES Professional and Managed Services Exclusive Networks offers an extensive professional and managed services portfolio, which enables our business partners to successfully expand their product
More informationCertified Partner Program Guide
Note to Partner: Enhance your viewing experience with Google Chrome Certified Partner Program Guide Competencies, training, requirements and benefits Storage Server Worksheet Data Protection Worksheet
More informationProcess-Based Business Transformation. Todd Lohr, Practice Director
Process-Based Business Transformation Todd Lohr, Practice Director Process-Based Business Transformation Business Process Management Process-Based Business Transformation Service Oriented Architecture
More informationChanging Go-to-Market DNA in the Age of Cloud
Changing Go-to-Market DNA in the Age of Cloud From Product to Solution Marketing, A MarketBlueprint Webinar March 1, 2012 MarketBridge Overview Deep expertise and experience working closely with Fortune
More informationStrategic Solutions Innovative Consulting Rapid Results
Strategic Solutions Innovative Consulting Rapid Results Multi-Color Corporation: Streamlining Sales in 12 Weeks CON5959 Brian Uhlin Multi-Color Corporation Jason Carr everge Group Agenda The Business Situation
More informationRamping Up a Successful Cloud Sales Team
Ramping Up a Successful Cloud Sales Team The Right Moves for a Changing Landscape Cloud-based solutions have changed the way customers buy technology and software. These new buying patterns have shaken
More informationThe Digital Performance Benchmark. What distinguishes world class digital from the rest of the pack?
The Digital Performance Benchmark What distinguishes world class digital from the rest of the pack? Digital Performance The future is digital The digital landscape is rapidly evolving. With customers across
More informationDriving Channel Performance Michael T. Spellecy, Corporate Vice President and Managing Consultant, Sales Effectiveness Practice, Maritz
Michael T. Spellecy, Corporate Vice President and Managing Consultant, Sales Effectiveness Practice, Maritz ABSTRACT In the quest to generate sustainable brand commitment and above quota performance, operating
More informationInformatica Project Rightsize
Informatica Project Rightsize Strategy to Revenue Marketing Case Study Screen shots of video presenter and interviews Business Needs Informatica is a large organization born out of a number of strategic
More informationMARKETING. 2015 Software AG. All rights reserved. For internal use only
MARKETING 2016 2016 2 PARTNER MARKETING 2016 TACTICS SUPPORTED : Event (Sponsorship/ partner-led; industry or solution specific; ) Online Marketing (Banner Ads, SEO, email) Direct Mail Account Based Marketing
More information20701 Manhattan Place, Torrance, CA 90501 USA 310-518-2380 www.amag.com
Overview: AMAG Technical Services provides a variety of solutions including but not limited to technical support, training and professional services. Technical Services delivers these services through
More informationPreview Agenda. Lead Planning & Nurturing that Converts More Customers
Lead Planning & Nurturing that Converts More Customers Marketing Profs B2B Forum 2010 Preview Agenda Who is The Annuitas Group? The Changing B2B Buyer Today s B2B Marketer Lead Management Defined Nurturing
More informationPowered by Cobweb. CSP Enablement. Vuzion Partner programme overview
CSP Enablement Vuzion Partner programme overview About the Program About You About our Smart Ecosystem The Vuzion CSP Enablement Program is designed for channel partners who are looking to obtain a 1-Tier
More informationRED HAT NORTH AMERICA PARTNER PROGRAM GUIDE Version 2.0
RED HAT NORTH AMERICA PARTNER PROGRAM GUIDE Version 2.0 2 INTRODUCTION 2 PARTNER PROGRAM OVERVIEW 5 PARTNER PROGRAM STRUCTURE 6 Partnership levels 6 Accreditations 8 Online Partner Enablement Network (OPEN)
More informationP2P Maturity Model. A best practice framework for building your partner channel. Joint Business Planning. Leads and Pipeline Assessment.
P2P Maturity Model A best practice framework for building your partner channel v1.1 More than ever, partnerships are essential to building total solutions, business growth, and winning against the competition.
More informationImprove Sales Performance
Improve Performance by Investing In Talent Management Competitive compensation programs have their place in motivating sales teams, but not all sales force performance problems can be solved with money.
More informationMarketing As A Strategic Weapon. Laz Gonzalez Service Director Channel Management Strategies
Marketing As A Strategic Weapon Laz Gonzalez Service Director Channel Management Strategies What We Do Kirby Wadsworth VP of Global Marketing F5 Networks Donald Friedman EVP and CMO CA, Inc. SiriusDecisions
More informationRecruitment Processing Outsourcing (RPO) 2013: Transforming Your Talent Acquisition Strategy
Recruitment Processing Outsourcing (RPO) 2013: Transforming Your Talent Acquisition Strategy Recruitment Process Outsourcing (RPO) has undergone a seismic shift over the past few years. Long viewed as
More information