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Channel Success:Is Your Organization Ready?
Gerry GiulianoWorldwide Channel Support Manager
Today’s focus
Worldwide challenges faced
Defining partnership
Defining success and setting the expectations
Kodak’s channel vision
Channel fundamentals
What is needed to be successful?
Questions?
Is your organization ready?
Fierce competition is driving the need to …
Align our business strategies and shift the focus from "you must ..." to "grow the pie"
Identify and capture incremental revenue streams
Sharpen focus on end customer segments and the breadth of solutions they require
Transition to new technology – seize the initiative and grow the business
Engage proactively in high quality, joint go-to-market and sales engagement planning
What are the challenges?
ManufacturerFocus
•Understanding the channel’s business
•Loyalty of the partner
•Attractive mutual value prop
•Alignment of objectives, strategies, actions
•Efficient readiness of enabling of partner
Channel PartnerFocus
•Generate demand
•Acquire, develop, retain customers
•Efficient marketing selling and servicing of customers
•Cash flow, profitability
•Time to Market execution
What channel partners care about
Reasons for partnering
Definition of partnership
PartnershipTrustTrust Shared
Knowledge
Focus onbusiness
advantage
SharedKnowledge
Focus onbusiness
advantage
Innovation
Bring “New Value” to the relationship
Innovation
Bring “New Value” to the relationship
AgreedGoals
Shared visionwith clarityand focus
AgreedGoals
Shared visionwith clarityand focus
ROI
Short and longterm return
ROI
Short and longterm return
What makes partnerships work?
Clarity about…
Setting the right expectations
What is success?
Man
ufac
ture
r’s D
efini
tion
of S
ucce
ss
Chann
el’s D
efini
tion
of S
ucce
ss
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Kodak’s Plan For The Future
Global
Profitable
Sustainable
Responsible
Our Business Strategy
Lead change in commercial print and publishing markets with digital print solutions, while expanding and leveraging our leadership position in offset
Drive and accelerate long-term growth in sustainable printing
Build services portfolio to add value to enterprise content
Profitable and Sustainable Deposition-Based Businesses
Commercial PrintingTransform Analog Markets
Print (Marketing Collateral) Publishing
Market Size: >$23B
Digital PrintingMature with Growing
Segments
Evolving Printing MarketsLarge and Growing Consumables & Services
Packaging Print Packaging Sustained Printing
Functional Printing Smart Packaging Specialty Materials
Market Size: $50B - $70B
Annuity Based Businesses (consumables & services)
Business Models with High Gross Profit
Ability to Withstand Economic Cycles
Content and Document Management
Workflow Software
Consumer Inkjet Supplies
Kodak’s channel vision
Serve customers through strategic relationships with channel partners that complement our Go-to-Market strategy
Kodak’s key channel objectives
Maximize customer and channel satisfaction
Drive significant revenue and market share growth through Kodak channel partners
Drive mutual commitment to the channel relationship
Simple, repeatable execution
To be a consistent, predictable and highly regarded vendor to our channel partners
Channel fundamentals
Implement a framework to improve the relationship between Kodak and our Channel Partners
Top 10 channel “must haves” for success
Top 10 channel “must haves” for success
Sales capability• Market coverage
Strategic alignment• Channel commitment plan• Measure and evaluate progress
Sales expertise• Dedicated sales reps • Experience in market• Existing customer base
Marketing• Marketing dedicated to support sales• Joint programs with Kodak• Demand Generation programs
Market attractiveness
Ability to provide service• Field engineer capability• Graphic experience
Channel reputation• Robust business plan• Reputation in the market• Credit worthiness
Good product fit• Market and product synergy
Ability to invest• Training (Sales and Technical)• Dedicated personnel• Equipment and spare parts inventory• Demo room equipment
•Competitive Advantage
Selling Kodak products in the graphic arts
Benefits: Increased revenueCustomer loyaltySustained source of differentiationLeverage Kodak's service & supportEducation and trainingMarketing programs and business
development programs
© 2012, Eastman Kodak Company
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