Sage Partner Advantage Baptie Presentation 042308

Best Practices in Building Programs to Create Partner Profitability in the SMB Market

Tom Hume – VP Channel Marketing

Sage SoftwareSage Software (Worldwide) Reaches a global client base of over 5 million

customers Over 13,900 employees Revenue of $2.29B 22% growth in revenue and 23% growth in profit Publicly-traded on the London Stock Exchange Market cap of $6.5 billion

(North America) $1.01B (44% of global revenues) 2.8 million customers Over 6,000 business partners

Sage Product Portfolio

Business Partners (VAR’s)Retail

Small Business Mid-Market

About the partners we target

Large Partners• Who are they?• Large multi-office partners• Consolidation driven• Complete end-to-end solutions• Hardware/network BP’s• Multi-Product

Growing/Committed Partners• Who are they?• Focused on growing their business at over

20% year• Typically not the largest partners• Single product focused• Younger organizations

• What do they need?• Recognition• Exceptions, Drive their brand• Executive level contact• Financial resources

• What do they need? • Sage assistance• Growth programs• Sage coaching/education• Leads• Financing

Adding value for Partners

Partner Profitability

Revenue Generation

Cost Reduction

Key Program Elements Assuring Success

Cost Reducers• Economies of Scale • Customize for their need • “Earn back” program investment • Program financial support Revenue Generators• Peer Advisors (Coaches) • Support of a network/community • Lead Campaign Synergies

Fast Track for Growth

Marketing Alliance

Preferred Vendors

Webcast Lead Builder

I want to:

Build Knowledge Earn RewardsGrow my

Business Hire Talent

Sage University

Sales Academy

Consulting Academy

Leadership Academy

HireAssist Sales

Sage Recruiting Resources

Sage Select

Chairman’s Club

President’s Circle

Million Dollar Club

Co-op

Programs and resources to help partners recruit and retain the right talent for their business.

Programs and resources to help partners build the competencies and capabilities of their people.

Advantages and experiences that allow partners to enjoy the benefits of successfully building their business with Sage.

Programs and resources to help partners improve their capabilities, build business, and develop their partnership with Sage.

The Four Pillars of Sage Partner Advantage

Sage Partner Advantage

Grow My Business

Grow my Business


Marketing AllianceProgram

Preferred Vendors


• Fast Track for GrowthProvides dedicated resources and significant investments to partners who are to committed to growing their businesses and acquiring new customers

• Qualifications– Desire to grow business with Sage Software– Partners must have sold less than eight new

systems for a selected product line within previous 12 months

– Program fee $5,000.00

Grow My Business

Grow my Business



Preferred Vendors


Partner Benefits• Over $8,000 in benefits

– Free pass to Insights– Free registration to Sage Sales Academy– Duct Tape Marketing Referral Flood Program– $4,000 lead generation program– Free one year subscription to First Research– One-on-one mentoring from a Sage Peer Advisor– Participation in exclusive Fast Track for Growth

educational webcasts and calls– Assistance with business and marketing plan

development– Fast Track for Growth binder, including two “How

to” 90-day workbooks– Ability to earn back $5,000 investment!

Revenue GeneratorsCoaches focus on growing new units

Cost ReducersEarn back, $8K benefits for $5K

Grow My Business

Grow my Business



Preferred Vendors


Marketing Alliance Program• Program Objectives

– The Marketing Alliance Program offers better co-op incentives and marketing consulting services to partners who have a dedicated marketing employee on their staff.

• Benefits– Off-set the cost of marketing with higher co-

funding– Benchmark and share marketing best practices

in driving demand – Support of a dedicated Sage marketing person– First to try new pilot programs

Cost ReducersBetter co-op, $ support for marketing consulting

Revenue GeneratorsCommunity, 1st new programs

Grow My Business

Grow my Business



Preferred Vendors


Saving with Sage - Preferred Vendors• Sage Software-endorsed marketing services vendors to

help partners drive leads and increase sales. Sage has researched these vendors’ capabilities to ensure they meet the needs of partners.

• Over 40 to choose from including: Telemarketing, Print-On-Demand portal, Web design, SEO, Copywriting, List Buying Marketing Research, Newsletters, PR

• Vendors are recommended and rated by partners

Vendors for Growth Pillar• Carney Direct – List Buying• GDS – Print-on-demand mail and collateral• Colwell & Salmon - Telemarketing• Deviate Media – Web design• Display Graphics – Trade Shows Graphics• First Research – Marketing Research• Skyline Services Group – TS Booth Rentals• Duct Tape Marketing – Marketing Coaches• Tango Marketing – Newsletters• Constructive Communications – PR services• SearchOptimizers – SEO• Key Equipment – Leasing• Citrix Online – Go-to-MyPC, Go-to-Meeting• CardScan – Lead Capture• iLumen – Financial monitoring• Franklin Covey – Training• Orbitz – Travel Services

Saving With Sage Vendors

Vendor remains within Hire Pillar• Drake Personnel - Recruiting• Frank Rich & Assoc - Recruiting• OPUS – Emp Profiles• Benefit Protect – Health Insurance

Cost ReducersLeverages Sage’s buying power

Grow My Business

Grow my Business



Preferred Vendors


Webcast Lead Builder• Program Objectives

– Helps partners to capture more leads by linking to Sage-hosted Webcasts from their website. Prospect and customer leads generated to Sage from a partner’s website are aligned back to the partner.

• Benefits– Off-sets the cost developing Webcasts– Partners capture leads from their website

Revenue GeneratorsLeads guaranteed

Cost ReducersPartners don’t have to produce/hosts Webcast

Hire Talent

HireAssist• Program designed to assist partners to recruit,

hire, and train full-time field salespeople. • Qualifications

– Commitment to acquiring new customers and in good standing with Sage Software

– Achieved one of the top three tier levels within one Sage Software product line

– On Sage Software’s Lead Grid with the product lines supported with higher than average close ratio

– Must prove they have a pipeline

Sage HireAssist Sales


Hire Talent

Hire Talen

HireAssistPartner Benefits– Over $10,000 funding from Sage Software– $2,000 per month subsidy for first four

months – $1,500 Lead generation campaign, matched

by partner– One Free Sage Sales Academy (SSA)

registration– Hiring assistance – OPUS Marketing– Mentoring from a Sage Peer Advisor



Hire Talent

Cost Reducers Revenue GeneratorsCoaching

Cost ReducersDirect financial support for new hire

Revenue Generators

Hire Talent

Other Sage Recruiting Resources

• Opus Productivity Solutions -Resources to assist with candidate pipeline building, assessment, evaluation, and productivity.

• Timeshare Recruiting – Savings for resources to find the very best talent



Hire Talent

Cost ReducersLower cost recruiting resources

Build Knowledge

• Sage University– Product certifications – Elective courses and degree tracks. – Classroom, Live-over-the-Web, and Downloadable

• Sage Sales Academy– A sales improvement course which incorporates

basic sales skill development with industry training.• Sage Consulting Academy

– A program which incorporates two separate classes; Project Management and Consulting Concepts,

• Sage Leadership Academy– A one year program designed to help develop

leadership skills. Designed for owners; emphasis is placed on business planning skills.

• Sage Webcast Center– Partners can learn more about Sage product

solutions from free live or recorded Webcasts.

Build Knowledge

Sage University

Sage Sales Academy

Sage Consulting Academy

Sage Leadership Academy

Sage Webcast Center

Cost ReducersLower cost training

Revenue GeneratorsCoaching best practices

Earn Rewards

Sage SelectSage Select Program rewards partners that are loyal to Sage Software family of products

• Qualifications– Must not sell any competitive products or

advertise competitive products on website• Partner Benefits

– Additional product margin on new sales– Additional co-op– One free boot camp per program year– Priority on leads– Advanced registration to Insights

Earn Rewards

Sage Select

Chairman’s Club

Business Partner of the Year


Million Dollar Club

Co-op

Cost ReducersAdded margin and co-op

Earn Rewards

Co-opPartners earn funds based on new license sales and these funds are used to reimburse them for their marketing expenses

• Partner Benefits– Offsets the cost of marketing– Extra benefits when using Preferred Vendors

• Improves partner’s cash flow• Preferred Vendors does all the

paperwork

Earn Rewards

Sage Select

Chairman’s Club

Business Partner of the Year


Million Dollar Club

Co-op

Cost ReducersDirect financial support, better cash flow and time-savings

Other Rewards and Special Deals

• In-house use– In-House Use provides free Sage Software

products to partners (maintenance fee applies) to use our products internally

Cost ReducersReduces IS costs

Helping Partners Succeed

• Build programs based on partners pain points• Leverage corporate and the combined partner

channel economies of scale• Allow for partner customization and choice• Offer partners a chance to earn back investment• Coach partners on their weakest areas• Build communities among partners

Questions

Documents

Sage Partner Advantage Baptie Presentation 042308