6 RMS Services

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Channel Mapping,Ranking & Scoring

compuBase 2007

Client objectives

Channel Mappingl Benchmark its channel coverage against market. l Benchmark its channel coverage against competition. l Benchmark your resellers against compuBase

database to detect new opportunities.Channel Rankingl Rank partners on revenue for your product category.Channel Scoring l

Find you share of walletl Create Score card, set up priorities in recruitment

program, find top partners.l Re-allocate the resources


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compuBase 2007

Re-allocate ressources

Before After1st tiers

2d tiers

PAM

Tele PAM

DistributorManaged by PAM

Distributor

Managed

Not managed

Change allocation

New Potential


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General Process

Objective # 1Strengths and Weaknessess :What categories to recruit ?

Objective # 2Find the top partners

Who to recruit?

Objective # 3Prioritise partners

Good Ressources Allocation

CHANNEL MAPPING CHANNEL RANKING SELL OUT MANAGMENT

SHARE OF WALLET

CHANNEL SCORING

CHANNEL AUDIT*

* in cooperation with other consulting partners

CHANNEL RECRUITMENT*

CHANNEL ANIMATION & DEPLOYEMENT*

CLIENT STRATEGY INPUT*MARKET PRIORITIES INPUT*


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Channel Mapping

Objective # 1Strengths and Weaknessess :

Which Partner profile to recruit ?


Who to recruit?




SHARE OF WALLET

CHANNEL SCORING

CHANNEL AUDIT*






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Channel Mapping

Your Market

Competitor #1

Your channel

Competitor#2

Competitor #3 Competitor#4

Competitor#5

Competitor#6

In one marketwe compare your brandpositionto 6 of your competitors.

A maximum of 8 datasets:1. The targeted market2. Your brand3. Competitor 14. Competitor 2

5. Competitor 36. Competitor 47. Competitor 58. Competitor 6


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Statistical work Result sought:

We will create several different statisticaltables based on the various datasets.

A large amount of information will beexchanged with the client in order todetermine which tables are the most relevant.We will generates the correct comparison

according your product and market.

Creatingdatasets

Statisticalwork

Setting upreports

Prioritizetargets

Defining anglesof study

Channel Mapping


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compuBase 2007

Analytic report (all tables and statistics in anexcel delivery +/60 pages)Drafting of an executive summary (1 page)

Consulting proposition on weak points withassociated road map.

Survey examples:The following examples are provided to illustrate

some of the deliverables. Data are fictive. All possible views are not represented. Analysis are set up according clients priorities.

Creatingdatasets

Statisticalwork

Setting upreports

Prioritizetargets



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compuBase 2007

Examples

Geomarketingl Example: comparing two distribution networks

Brand 2 Brand 1 Brand 3

Alsace 44 97 24 Aquitaine 71 144 32 Auvergne 23 59 10Burgundy 39 81 14Britanny 60 142 25Centre 46 126 21Champagne-Ardenne 30 70 14Corsica 7 20 5Franche-Comt 23 58 12Languedoc-Roussillon 54 114 20Limousin 15 32 6

Lorraine 44 101 19Midi-Pyrnes 53 145 27Nord-Pas-de-Calais 78 173 31Basse-Normandie 28 53 10Haute-Normandie 33 83 13Ile-de-France 464 900 267Pays de la Loire 62 136 22Picardy 25 59 12Poitou-Charentes 26 85 13Provence-Alpes-Cote d'Azur 158 269 69Rhnes-Alpes 161 322 70

Total 1 544 3 269 740

Example of

geo-marketingTo find strengths andweaknesses in coverage

Country / region / local


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Geographical analysisposition against competition

The mapping couldbe realised:

By number of point of sales.

This mappingdeterminesgeographical

priorities.


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Many possiblecomparisons

You areable tocomparedyour brandagainst themarket and

othercompetitors

Example of brandcomparison


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Benchmark onpartners main activity

The analysis of revenue by typeof partners andby brands gives avery goodsolution for new

partnerrecruitments. It also helps to

tune channelcommunicationof the companyaccording tostrengths andweaknesses.

1% 6% 6% 2% 3% 28% 0%2% 5% 1% 11% 32% 3%1%

1% 5% 4% 1%3% 24% 0%2% 6% 1% 18% 33% 1%1%

1% 5% 7% 2% 3% 24% 0%2% 6% 1% 13% 33% 3% 1%

0%3% 5% 1%2% 26% 0% 1% 5% 1% 14% 38% 3%1%

0%4% 2%1% 5% 22% 0%2% 5% 0% 16% 41% 2%1%

0%4% 6% 1%3% 22% 0%1% 4% 1% 8% 47% 3%1%

0% 10% 20% 30% 40% 50% 60% 70% 80% 90% 100%

Laptop France

Brand 1

Brand 2

Brand 3

Brand 4

Brand 5

Comparaison between datasets on declared main activity

Manufacturer Software publisher Publisher of software for a specific activityPublisher of software for a specific process of companiesSoftware solutions integrator (developed by third parties)IT services, Software development (hosting, ma intenance, training, bespoke software development....)Telecom services (Telecom operator, ISP...)Telecom & network infrastructure integrator IT infrastructure integrator ConsultingReselling to individualsReselling to enterprises (hardware, software & services & assemblers)Wholesaler (resale of IT products to resellers)Assembling company


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compuBase 2007

Benchmark on partnersproduct catalog

Comparaison of differences between datasets on Software Products

54%

26%

52%

77%

95%

148%

205%

512%

557%

358%

57%

72%

45%

141%

-12%

265%

299%

645%

726%

591%

-100% 0% 100% 200% 300% 400% 500% 600% 700% 800%

Office IT soft. resel.

DBMS soft. resel.

M anagement soft. resel. - ERP

CAD so ft. resel.

Game, educational and familysoft .

Vertical soft. resel.

M essage soft. resel.

CRM - SFA Office IT soft. resel.

Development software resel.

Anti-virus software resel (new)

All France and XXX Services YYYpartner vs All France (Serv, Res,Soft)

All France and XXX Services vs All, ,

The analysis of the productcatalogue offer of your resellernetwork andcompetition will

indicate clearlywhere to createnew bundles oralliances withother vendors.


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Benchmark on partnersrevenues

4,8%

31,4%

50,1%

13,8%

1%

26%

64%

9%

2%

29%

52%

17%

0,0%

10,0%

20,0%

30,0%

40,0%

50,0%

60,0%

70,0%

80,0%

90,0%

100,0%

All France (Serv, Res,Soft)

All France and TelcoServices

All France and TelcoServices FT partner

Comparaison between datasets by MARKET revenues

% Primary % Industry

% Service % Public

The analysis of revenue of partner walletand the analysisof competitionpartners by typeof client or by

activity willprovide aninestimable valuein the qualitativeapproach of yourmarket.

This analysis willprovide you withextremely goodindicators forfuturerecruitment orpartner programset up.

1%2%

51%

46%

0%1%

57%

42%

1%3%

34%

62%

1%1%

54%

44%

0%2%

34%

63%

3%5%

26%

66%

0%

10%

20%

30%

40%

50%

60%

70%

80%

90%

100%

LaptopFrance

Brand 1 Brand 2 Brand 3 Brand 4 Brand 5

Comparaison between datasets on source of revenue bytype of activi ties

% ICT Resale

% service / softwarepublishing / exclusivedistribution software

% manufacturing or exlcusive distributionhardware

% Non IT activities


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Enhancing your workspace

Result sought:

l The extension or reduction in size of the partner network

depending on the strengths and weaknesses detected inthe distribution network vs. The clients commercialstrategy.

l The addition of new targets using online access.

Channel MappingBenefits

Creatingdatasets

Statisticalwork

Setting upreports

Prioritizetargets



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2. FINDWHO ARE THE TOP PARTNERSFOR YOUR PRODUCT CATEGORY


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Ranking



Who to recruit?




SHARE OF WALLET

CHANNEL SCORING

CHANNEL AUDIT*






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compuBase 2007

Channel Rankingobjectives

The Channel Ranking Service ranks partners according totheir revenue potential per product categories.

The Channel Ranking Service increases the efficiency of sales teams,providing them lists of companies ranked by Business Opportunities.

The Channel Ranking Service provides the clients Indirect Channel team agreat opportunity to tune marketing and strategy according to revenuerealised by the reseller for a specific category of product and create newbusiness opportunities.

The Ranking is necessary when you want to create a share of walletapproach.

The Channel Ranking Service will help the client to choose the best sellingmedium (Account Management, Tele Management, Distributor

Management) according to the business opportunities.


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compuBase 2007

Ranking

With compuBase data your indirect channel is seen under

its true perspective.

You can tune your marketing and sales operations according

to new priorities

Partner Server

estimatedrevenue

Share of wallet

Wallet togain

Com1 164,59 36% 104,73 As Groupe 126,29 46% 68,16 Bus Mid Software Solution 123,29 48% 64,09 Ares France 95,11 73% 25,40

Info 2000 70,03 12% 61,67 Market Tech Srl 66,44 46% 35,69 Dect IT 62,39 80% 12,42 Midcap financial buisness 62,23 0% 62,14 Com solution engeneering 37,94 84% 6,19 Liverpool United tech. 9,57 2% 9,39

Partner Wallet togain

ActionNew

Rankingpriority

Prior Rankinpriorit

Com1 104,73 Very Strong effort 1 3As Groupe 68,16 Very Strong effort 2 5Bus Mid Software Solution64,09 Very Strong effort 3 4Ares France 25,40 Retention 4 7

Info 2000 61,67 Strong effort 5 6Market Tech Srl 35,69 Strong effort 6 1Dect IT 12,42 Retention 7 8Midcap financial buisness62,14 Strong effort 8 2Com solution engeneering6,19 Retention 9 10Liverpool United tech. 9,39 Not crutial 109

The data shown do not represent real figures


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compuBase 2007

Products or categorieswhere ranking is possible

PRODUCTSl Desktopl Laptopl Serverl Mainframes

l Printerl Office equipment hardwarel Office softwarel OS and networking

software

l Market centric softwarel Management software

Other products on request

XXX Printer Alsace Sample Revenue Analisys: volume of partners by sum of estimatedrevenue

2

11 209

6

20 217

8

11 302

12

7 300

24

6 993

25

3 971

27

2 585

23

1 403

37

1 345

42

17

29

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0%

10%

20%

30%

40%

50%

60%

70%

80%

90%

100%

Volume of partners Sum Median K Printer

(c) compuBase

a- < 5 k

b- 5 - 10 K

c- 10 - 25 K

d- 25 - 50 K

e- 50 - 75 K

f- 75 - 125 K

g- 125 - 200 K

h- 200 - 400 K

I- 400 - 1 000 K

j- 1 000 - 2 000 K

k- 2 000 - 5 000 K

l- 5 000 - 10 000 K

m- 10 000 - 50 000 K

n- > 50 000 K

Example : number of resellers andcorrespondingrevenue for Printerfor a specific region.

Company NameEstimatedRevenue

Printer in %

MedianEstimatedRevenuePrinter in

K

Range of revenue

[estimated]for Printer in

K

Confidence(Max is 5)

MACWAY 26,64% 6131 4490 - 7770 2,8BECHTLE DIRECT 33,30% 5078 3960 - 6200 3,4ENVIRONNEMENT SERVICE INFORMATIQUE 5,82% 4074 3060 - 5090 3CLEMENTZ-EUROMEGRAS 31,64% 3823 2930 - 4720 3,2

ALSATEL 13,52% 3749 2670 - 4830 2,6HIROSHI GROUP / LITE COMPUTER 31,64% 3116 2280 - 3950 2,8

A2I - ALSACE INFORMATIQUE INVESTISSEMENT 27,24% 2736 2050 - 3420 3PEARL DIFFUSION 31,64% 2719 2080 - 3360 3,2COLORA BURO 15,47% 1971 1480 - 2460 3CANON FAC-SIMILE ALSACE-LORRAINE 25,80% 1682 1290 - 2080 3,2EXCELICE 29,97% 1501 1130 - 1880 3MARXER INFORMATIQUE 28,67% 1344 1030 - 1660 3,2KISTER BURO + 25,31% 1284 980 - 1590 3,2ELCOWA 31,64% 1274 960 - 1590 3UBI - UHL BONAVENTURE INFORMATIQUE 10,53% 1144 880 - 1410 3,2CONFOR-LBA INFORMATIQUE-GROUPE TEAMLOG 11,47% 1102 840 - 1360 3,2BSI - BENOIT STURNY INFORMATIQUE 21,65% 913 710 - 1110 3,4

ABC - DISTRIBUTION 25,64% 769 530 - 1010 2,4DYCTAL 33,30% 752 580 - 930 3,2REPROLAND 18,98% 738 550 - 920 3ORDITECH 14,29% 706 540 - 870 3,2

Example : Topreseller for a specificregion in Printer


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compuBase 2007

Ranking

What is delivered:l Company namel Total estimated revenue for the past year.l % of revenue done in the product categoryl Confidence ratingl Range of revenue for the category based on

confidence.l Estimate of revenue in K of revenue done with

corresponding product categoryl Top 100 partners


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compuBase 2007

General Process



Who to recruit?




SHARE OF WALLET

CHANNEL SCORING

CHANNEL AUDIT*






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compuBase 2007

Pre requisite

To realize a good scoring, compuBase needs toget the vendors the revenue per point of sales.

Having this information we will match vendorsresellers to compuBase database and thecompared vendors revenue realised to the

product revenue estimate.

For more information on Sell Out reports management please refer to thecompuBase relevant presentation


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Scoring

Low share of wallet

Low potentialHow to adapt support

How to Increase Training

Strong share of wallet

Low potentialHow to help them to develop

their sales and business

Low share of wallet Strong potential

How to seduce them?How to compete?

Strong share of wallet Strong potential

How to keep them?How to support them

How to control competition

My share

of wallet

The potential revenue

Benefits The partner scoring

optimises salesteam resources.

It motivates thepartner to recruit,to keep a level of training.

It is the basic of afully new partnerapproach.

Comparing estimated revenue with the revenue realised by your company with each

partner, we could set up a scoring of

your partners.


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Budget set up

Requirements for budget elaboration- Market target (i.e. The Portable market)- If you want to include your own partner in the mapping, we

need to know the volume and to have a sample (100 rec.)- Option: When a partner does not match compuBase data, do

you want a profiling for a full perimeter coverage ?- Enrichments options: what information are you expecting back ?- Survey views: what are the most important views you want to

study? (comparison by country, by vertical market types,brand)

- Reports delivery: how many reports do you want (by country,by region? How do you want this report to be delivered- Ranking option: Do you want a ranking option ?- Scoring option: Do you want a scoring option ?


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Example of cost

Channel Mapping OR Ranking for a channel market target of 3,500potential partners, survey only with 6 competitive brands.24 K / 16 K

Channel Mapping AND Ranking for a channel market target of

3,500 potential partners, survey only with 6 competitive brands.

28 K / 19 K

Channel Mapping AND Ranking AND Scoring for a channel market

target of 3,500 potential partners, survey only with 6 competitivebrands. 31 K / 21 K

All example are done for a survey for one country and one product category. Price do not includes access to the full database and updates.

Price may change without further notice.

Cli &


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Client & compuBase

The Leading ICT Channel IntelligenceCompany

Your Contact:

[email protected] www.compubase.net

Tel.: + 33 169 183 434
mailto:[email protected]:[email protected]

Documents

6 RMS Services