Channel EDGEEngage, Develop & Grow. Efficiently.

JIGSAW SYSTEMS INC.

Let’s launch a new product line…

Let’s start with something simple…

What processes & people are involved?

• Hundreds of channel companies – each with their own priorities

• Thousands of individuals – sales, marketing, operations & administrative staff

• Tens of thousands of existing customers – how do they transition?

• Hundreds of thousands of potential customers – how are they informed?

The purpose of a Jigsaw System

• Every degree of separation is an opportunity to miss the message

• Distributors dealing with dozens of manufacturers

• Rotating workforce (typically inside sales)

• Channel-led customers too small for direct engagement

• Success requires action on each step of the wheel:

Define strategy Identify key players Adjust stock Share product functionality Sales & Marketing materials Define success Target customers Encourage activity

Connect all these processes in a common infrastructure

Module based approach for each role in the process

• How do you direct activity?

• How do you keep your message relevant?

• How do you deal with different roles?

• How can you be heard above others?

• How do you deploy hundreds of different strategies?

• How do you change tactics mid stream?

• How do you institutionalize your business processes?

The reality of manufacturer-distributor communications

Priority of distributor action items:

1. Things their manager tells them to do.

2. Things their executives tell them to do.

3. Things they do for their co-workers.

4. Things they do for their customers.

5. Things they do for the suppliers they like.

6. Things they do for the suppliers that reward

them.

7. Things they do for all other suppliers.

How do you improve your standing in the pecking order?

Single information source Clear direction Targeted actions

Cohesive strategy Intelligence information Marketing advantage

Feed not Fetch!

Be the manufacturer that’s easy to do business with!

Sample business impacts of the Jigsaw processes:

1. Product Launch

- $200 million line of products, $35 million in inventory, 160

distributor companies, 1300 distributor locations

2. Distributor inventory positioning

- 1400 distributor locations, $30 million in new stock items per year

3. Customer Incentive

- 1,500 participating strategic customers, 38% increases in sales

above market average

4. SPA Management

- 20%+ increase in revenues, 10% increase in profitability, 80%

improvement in administration activity

5. Distributor activity rewards

- 25,000 registered activities per year, 15% increase in distributor

sales growth

What are your options for a channel engagement platform?

1. Build your own system

a. Designing the platform

b. Cost and time to develop

c. Cost to maintain / improve

d. Unproven in market

2. Hire vendor to build a custom system

a. See option 1, but add 50% to the cost and time !

3. Use an previously developed platform

a. Large enterprise companies – Salesforce, SAP, IBM

b. System built for other industries – can you make it fit your industry ?

c. Jigsaw Systems tailored to fit Electrical industry specific issues

How do you deploy a Jigsaw System

Hardware deployment details

• Can be deployed on your internal servers or hosted by Jigsaw

• Web server & database server (behind firewall)

• Frequent system wide backups stored securely off site

Data deployment details

• Data extract from existing database structures (distributors, products, price,

contacts)

• FTP of daily additions (sales records)

• Remaining content is generated by users. No web programming necessary.

Backup details

• Client owns all data and can request extracts as required

• Contract can provide license in perpetuity

• Client can train own staff or request dedicated account resources