Date post: | 18-Jan-2015 |
Category: |
Technology |
Upload: | channels-optimization-partners |
View: | 375 times |
Download: | 3 times |
Confidential 1Confidential 1
Channels Evolution
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What we do • Build and Deploy Channel Programs to drive solutions
through channels − Focused on Telecom and Networking− Specialized Lifecycle, Managed, Cloud, Hosted
Solutions − Highly Specialized in helping organizations enter the
channel or created new revenues through channels − Can Provide the channel Program, Marketing and
Channel Sales Skills needed − Specialized in high value solutions selling through
partners • Practice Areas
− Channel Program Development − Channel Sales Leadership− Channel Product Development− Channel Product Management
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Practice Focus Areas• Channel Program Development / Evolution
− Build New or Optimize existing Channel program − Focused on organizations diving into channels or
those not seeing traction with existing program − Program Ideation, Strategy through Development &
Launch • Channel Sales Leadership
− Partner enablement− Quickly qualify existing or identify new channel
Partners − Channel Sales Leadership & Training − Sales Team optimization / refresh
• Channel Product Development− Current Services Offer Review and Update− New Services Offer Development & Launch
• Channel Product Management•Product Management•Pricing, Delivery Management etc.
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Global Experience• 100% Channel Focus
− Experience In EMEA, CALA, Americas & Asia
− 18+ Years Services Sales, Channels, Marketing And Product Management
• Successful Services Product Development & New Go To Market Models
− Lifecycle, Managed, Hosted, Deployment, Support, Professional & Advanced Services
− Channels, Resale, Distribution, OEM And Direct • Documented Long Term Sales Success
− High Commodity Sales (Packaged Services) And Custom Services
− Cloud, Managed Solutions
− Channels
− Sales Team Evolution – Commodity To Solutions Team Development
• P&L Management From $3m To $650m
− Revenue Growth, Cost Containment & Restructuring
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Methodology• Industry Tested Model to Determine channel
success and rapidly deploy channel strategy, program and sales
• Build • Channel Strategy – What do you want the
channel to do for you – is that realistic, achievable ?
• Evaluate• Internal and External Forces such as your
market position, value, competitors etc. • Determine
• Channel Cost – How do you maximize sales through channels with a minimal amount of people, resources and investment ?
• Develop • What do you need to do to get the channel
working for you ? What should they do ? • Drive
• Partner Enablement – You have them signed now what – How do you maximize the demand the channel
• Determine why existing partners who are signed are not producing – Why and how to fix it
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Capabilities
Channel Support & Development
• Channel Model Evaluation and Recommendations
• Build and Manage Channel program (Products, Services)
• Define Go To Market Model balance (Channels, Direct, OEM)
• Partner Enablement - Services Resale, Services Co-Delivery, Packaged & Custom Services
• Channel Sales Leadership• On-Going Channels Management
and Leadership• Partner Accreditation program,
Evaluation and Skills Mapping• Find recruit, train and mange
channels
Business Development & Sales Leadership
• Define go to Market Model (Direct, Channel, Wholesale, OEM)
• Define Value Proposition• Commodity vs. customized mix • Qualify, Developing Custom
Solutions and Deal Close Support• Sales Support Model Review and
Development
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Capabilities
Portfolio Ideation Activities
• Situation Analysis• Competitive and Market
Analysis• Portfolio Vision, Current &
Future offer state, and Map• Define What offers Could be
delivered today• Define Go to Market Model
(Channel, Wholesale,OEM,Direct,TPM)
• Build Project Plan, Offer Roadmap, Development and Deployment Plan
• NPI Model, Timeline and Mapping
Current Offer Review & Update Activities
• Review Portfolio model - What is it today, what does it need to be
• Review Service Description, SOW, Pricing
• Review Branding and Collateral
• Review Service Description, SOW, Deliverability, Pricing models - Update as Required
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Capabilities
Sales Enablement & Evolution
• Evaluate Sales Team to Review Consultative Sales Approach
• Define mix of capabilities to sell Non-Tangible solutions over pure product sales
• Development Of Solution Selling Methodology
• Define Strategy To Transform Sales Into Consultative, Lifecycle & TCO Approach
• New Hire - Sales Profile Mapping to required Skill Sets
• Develop Sales Support and Training Models
• Sales Support - Handholding and best practices
Product Management
• Collateral Review and Update• Customer Success
Communication• PR• Customer Satisfaction
Management• Renewals Management• On-Going Sales Support and
Training
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Capabilities
Offer Development Activities
• Customer Need analysis• Internal Analysis Sales,
Leadership, Delivery• Competitive Analysis• Market Analysis• Delivery Methodology• Profitability• Contracts/SOW• Pricing Model Development• Launch Plan Defined, Timeline
and Activities
Offer Launch Activities
• Collateral Requirements Defined
• Brochure• Competitive Positioning• Customer Testimonials,
Presentations• SOW and Service Descriptions
Creation• Delivery Methodology
documentation• Pricing Tools• Sales Tools• Contracts Completion• Web Content• PR Activities (PRNewswire,
Press Kit Development)
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Engagement Example • Unified Communication organization
− Selling exclusively through carriers wanted to deploy new channel program to identify enterprise customers for UC SIP Trunk offer
− Target Cisco, Avaya– To add UC SIP to Managed or Hosted Stack
• My Role − Assist in the development of new resale channel
for UC white label solutions− Evaluation of Channel Program, Positioning, offers,
pricing, value proposition− Identify Partner Targets – Help Drive new sales − Evaluate Sales Team – Conduct Training Make
Personnel Recommendations− Rapid Deployment of New channel program − Deploy tested model to evaluate channel
opportunity and model to determine viability and opportunity for channel
− Rapid knowledge gathering 2-3 weeks − Fast identification of prospective partners, re-
qualify existing partners • My Value
− Ability to quickly evaluate channel opportunity and program
− Ability to balance program marketing, product and channel development and sales leadership given immediacy of opportunity and growth requirements
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Engagement Example
• Phase 1 - Program Review and Competitive Assessment
− Assist with review of proposed channel model and program
− Competitive Analysis of other offers and programs
− Identify core target reseller profile • Phase 2 - Find and Contract with New Partners
− Develop and contract with key reseller targets • Phase 3 - Drive Deals to, through and with New Partners
− Drive UC Sales through key reseller targets • Phase 4 - Channel Sales and Program Management
− Refine, Review program as required