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Working with Partners & Managing the Channel
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1 Your Partner in SaaS IAMCP Belux - Getting 2014 started
20th February 2014
2 Your Partner in SaaS
Who is the guy on stage?
• Pascal De Ridder – Sales Manager at ASPEX • Focus on assisting ASPEX partners moving their on-premise application(s) to on-demand application(s)
• Today, I will talk about the importance of partner networking
3 Your Partner in SaaS
ASPEX facts & figures
4 Your Partner in SaaS
ASPEX facts & figures
SaaS since 2002 27 employees 7,2 million revenue International
100+ partners Business Unit 130.000 Users 3 Datacenters
5 Your Partner in SaaS
ASPEX Offering
6 Your Partner in SaaS
Product Brands
7 Your Partner in SaaS
Some references
8 Your Partner in SaaS
9 Your Partner in SaaS
Partnering up is all about
Multiple organizations involved in the process of making a product or service available for consumption or use.
The share goal is to deliver superior value to end customers...
... in a profitable way
10 Your Partner in SaaS
Different roles for different products
Supplier firm Reseller
3rd party Service Provider
3rd party Service Provider Supplier firm
Microsoft Dynamics Partner
11 Your Partner in SaaS
Pitfall
When your partners Olympic Gold level is equal to your qualifying level, you are in
trouble!
12 Your Partner in SaaS
Managing the channel
Incentives Service to Service collaboration
Training Product Roadmaps
13 Your Partner in SaaS
ASPEX provides their partners with
Information Support Network Access to new markets
14 Your Partner in SaaS
What do we get in return
Advice & feedback
Testing & co-creation
Unlocking markets Lead
generation
15 Your Partner in SaaS
Direct
Indirect
• Reference cases • Extended support • Lead Generations • Service Product Use Rights
We choose partners based on their vertical expertise and MS platform is preferred (MQL)
• End user contacts ASPEX in search of a partner • We outsource to partners we trust and are recommended
16 Your Partner in SaaS
Questions?
+32 473 91 60 66
www.aspex.be
@Aspex_BE
facebook.com/ASPEX.BE