Developing Relationship with Channel Partners

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x © 2014 Next Step. All Rights Reserved.

Relationship Development With Channel Partners

Rebecca Sanders June 2014

© 2014 NBCxt Step. All Rights Reserved. www.nextstepgrowth.com 2

x www.nextstepgrowth.com 2

Next Step Experience

Since 1997, Next Step has maximized business growth via proven consul=ng and training services in all aspects of sales, marke=ng, and people development.

Our team of 40+ seasoned professionals bring the right skills to each client to maximize sales effectiveness and employee productivity across all stages of growth.

300%

Produc=vity

25%

Revenue

www.nextstepgrowth.com 3 © 2014 Next Step. All Rights Reserved.

Agenda •  Benefits of Channel Partners

•  3 key ways to iden6fy channel partnership opportuni6es that provide the greatest sales success.

•  Account mapping – how you can tap into the channel partner’s network and process to expand your posi6on within the account.

•  Ensuring it is a win/win through three points of value delivered in each account opportunity.

•  Cloud success example

•  Resources and keeping the conversa6on going

•  Let’s make it interac6ve!

4 ©2014 Next Step. All Rights Reserved. www.nextstepgrowth.com

Benefits of the Channel •  Increases revenue growth & scale with agility

•  Low-‐cost, high-‐volume customer acquisi6on •  Broader coverage of accounts, Ver6cal and industry segment exper6se and services

•  Mul6-‐vendor teams aggregate thousands of suppliers products to provide one-‐stop-‐shop for customers

•  Credibility to recommend products & pricing op6ons •  Targeted sales campaigns/rapid new product introduc6ons

•  Reduces selling costs •  Low cost lead genera6on •  Flexible financing op6ons •  Efficient fulfillment of smaller transac6ons

•  Improves customer sa6sfac6on •  Greater purchase and service op6ons •  More frequent customer contact •  Faster response 6mes


Why Partner Strategies Fail

•  Lack trust •  Lacking equal value exchange •  Customer-‐driven & 6ming •  Expecta6ons ≠ Reality •  Lack alignment of goals, culture & teams. •  Lack of consistency in execu6on; metrics & reviews. • Wrong Partner •  Lack stakeholder buy-‐in


TRUST MAP

“Above all, success in business requires two things: a winning competitive strategy, and superb organizational execution. Distrust is the enemy of both.” I submit that while high trust won’t necessarily rescue a poor strategy, low trust will almost always derail a good one.” --- Stephen M. R. Covey, The Speed of Trust: The One Thing That Changes Everything


Welcome to the New World

BYOD

Internet of Things

Mobility of Work Cloud Solu=ons Social Media

OPEX Wins

Mul=ple Genera=ons

Consumeriza=on


Industry Evolution

Channel Dynamics

Innovation Talent shortage

Measurable Business Impact

Business Model Transformation

Servicization consumption-based

LOB Budgets Wants solutions

SMAC

Business Transformation

Expertise


Empower Aggregate Communicate Analyze Adapt.

Expand Account Presence

Blended Exchange

Amplify Success

Bench strength (Dis=)

Shared Vision

Collabora=ve & Social

Analy=cs

Just-‐in-‐Time/Best Prac=ces

Community

Metric and Produc=vity

Acceleration

Learning KPIs/RoI/RoX Connect the Dots Accelera=on


Value Exchange

§  Innovation §  Profitability §  Acceleration

§  Local/Vertical Expertise §  Granularity Segmentation §  Lead/sales Cadence

Ecosystem/ISV Educa=on

Services

Market Dynamics &

Events

QBRs/Scorecards

“In 2015, CMOs will control more IT budget than CIOs”

Forrester Research

Councils/ Workshops


SAMPLE Metrics Dashboard FY14 Q1

Create, Expand & Secure Budgets $6B in Project Pipeline

37% Grow

§  25% Y/Y Bookings Growth Growing 3.6X Faster than vertical TAM

§  Spend as a 25% of Total MARKET opportunity

§  92 of Customers purchase more than 4+ Service Subscriptions

§  27% Y/Y Increase in Consulting Services

§  $910M Marketing Influence from engagements. - 2443 accounts with 6999 contacts engaged - Communities of Interest : - Healthcare: 8600/33% growth, - Retail: 7641/13% growth

Deliver Business Value

25% Growth

§  Targeted engagements - Prospect, Active, & Realized

§  Q1 - 180 Total in Engagements/ Average Days in Phase: Q1- 83 in Opportunity with 265 average days in Phase - 69 in Discovery with average of 240 average - 28 in Solution Proposal with 190 days Solution Proposal.

- 29 in Proof of Concept with 344 in OIC, 126 in Discover, 25 in Solution Proposal and 265 in POC.

§  69 New Doors Opened §  Marketing activities resulted in

32% Accounts Engaged

Accelerate Capability

16% - 30%

§  Communities of Interest had 3246 Total Activities

-  Enterprise: 504 -  Commercial : 1380 -  Geo Breakdown XXX

o  Financial Services: 545 o  Healthcare: 606 o  Manufacturing: 868 o  Retail: 650 o  Utilities/Smart Grid: 245

§  1323 Exec Briefings 33% CxO s in attendance achieving an average CSAT of 4.7%

§  103 Light Bulb Moments 16 Key Wins & 45 Best Practices

§  301 Vertical Trainings commenced 165 Total Trainings Completed .


Education Accelerates Cloud Sales

Customer

Channel Manager

Partner/AM

Services Solu=on Ecosystem

Aggregate selling objec=ons Across qualified prospects Consul=ng/training Partner Delivers workshop to address objec=ons Results: CxO educated on TCO/ROI, security & change management made faster & 25% larger purchasing decisions Resul=ng in a 60:1 ROI.


Thank You for Participating

Con=nue the conversa=on – ASAP Linkedin Group

Want a copy of the slides provide us your business

card or email [email protected] Recommended Resources & References

•  Cisco Partner Field Guidehfp://www.cisco.com/en/US/services/ps6888/service_partner_guide0900aecd805b490c.pdf

•  Steven Covey’s The Speed of Trust

•  The Granularity of Growth by Patrick Viguerie & Sven Smit



Take Your Next Step Toward…

Profitability!Growth!

Productivity!

Thank you!

RESULTS



Back-up Slides!


Channel-Driven Growth Framework

ö  Planning builds strategic partnerships, stakeholders defines opportuni=es and fosters innova=on.


Winning Strategy

Evaluating market opportunities based on growth potential and risks is essential to determine the strategic focus and setup of a realistic and feasible channel strategy. Translating the strategy into a concrete action plan and operational requirements enables solid implementation and quick wins. Determining and accommodating the impact on the organizational model, essential processes and technology support is key to success.