Global Business StrategyChris Evans & Tom Harker

August 1, 2014

© Zenger Folkman 2014

Global Account Synergy (GAS)

• Purpose: to evaluate the effectiveness of ZF-coordinated inter-partner account synergy– Pilot Group: Partners in Europe and Middle-East (8 partners total)

– Pilot Started: February

– GAS Eligibility• Captain an account (details submitted prior to pilot launch)

– Captains define account (account type, opportunity, management, revenue sharing, etc)

– Captains accountable for GAS success (progress, and account momentum)

• Join other accounts as Team Member

– Team Members contacted Captains to join teams

– Mandatory team meetings, established by Captains

– Captain reports summary of team meeting

Pilot Overview

© Zenger Folkman 2014

Global Account Synergy (GAS)

• Implementation:– Pilot Group: ¼ of invited pilot group opted out (2 of 8)

– ZF follow-up• General timeline and deadlines for actions

• Regularly scheduled reminder emails

– Hurdles• Difficulty adhering to ZF timeline

• Summary of team meetings

• Pilot member feedback

– Conclusion• Global account synergy is desirable, but best led by account Captains

• ZF networking: partner conference, regional meetings, newsletters

Pilot Summary

© Zenger Folkman 2014

Global Marketing

• Identify marketing contact(s)

• Quarterly webinars

• Case studies

• Source files

• Partner Portal

© Zenger Folkman 2014

Partner Portal

• Sales resources

• Pricing

• Customization

• Product collateral

• Source files– White papers

– Case studies

– Videos/webinars

• Project administration

• Certification

• Partner directory

Q&AAny questions?

Thank youChris Evans & Tom HarkerZF Global Channels