DRIVING YOUR ROI WITH THE NEW SAS PARTNER PROGRAM...CERTIFICATION • Susan Duchesneau • Ron Ross...

Copyright © 2015, SAS Insti tute Inc. Al l r ights reserved.

DRIVING YOUR ROI

WITH THE NEW SAS PARTNER PROGRAM

Donna Peek

Director, Worldwide Partner Enablement & Operations


DRIVING YOUR ROI


DRIVING YOUR ROI I’LL ANSWER THREE QUESTIONS

1. What are the changes to drive your ROI?

2. What’s your investment to get ROI?

3. How can you trust SAS is committed to drive your ROI?


WHAT ARE THE CHANGES TO DRIVE YOUR ROI?


CHANGES TO DRIVE

YOUR ROIYOUR CALCULATION

=Opportunity

Investment


Op

po

rtu

nity

PartnerPath Sourced

=

CHANGES TO DRIVE

YOUR ROIFACTORS THAT DRIVE YOUR ROI

Inve

stm

en

t

Program Support

Financial Reward

Market Demand

Relation-ship

Ease-of-Doing-

Business

Enable-ment


Shiva Kommareddi

CoreCompete

David Schwartz

Accenture

Claire McPherson

Deloitte

John Leveille

d-Wise

Gregg Rohaly

IBM

Michelle Homes

Metacoda

Richard Lower

Teradata

David Septoff

Zencos

Greg Rogers

Zencos

Claire McPherson

Deloitte

PARTNER ADVISORS


SAS PARTNER ENABLEMENT COUNCIL

• Jack May

• Rick Coughenour

• Shawn Kelly

• Jamie Thompson

PROFESSIONAL SERVICES

• Bernard Blais

• Randy Neal

PRE-SALES/BIZ DEV

• Donna Peek

• Lisa Horwitz

• Rani John Britto

• Crystal Kloeber

• Nellie Scott

• Cindy Mann

PARTNER ENABLEMENT & OPS

• Glenn Mann

• Susan Farago

• Kathleen Guerra

EDUCATION & CERTIFICATION

• Susan Duchesneau

• Ron Ross

SALES & SALES

TRAINING

Mitzi Krellwitz

PARTNER MARKETING

Andy Lockhart

US REGIONAL PARTNERS

Lynn Patrick

TECHNICAL SUPPORT

• Elie Mikhael

• Pat Finerty

• Doug McLaren

EMEA/CANADALATIN AMERICA

• Christina Harris

• Donna Strickland

CUSTOMER

LOYALTY/RETENTION• Cynthia Hemme

• Jennifer Clayton

LEGAL/ITScott Reavis

RESELLERS


Op

po

rtu

nity

PartnerPath Sourced

=

CHANGES TO DRIVE

YOUR ROIINCREASING OPPORTUNITY, STREAMLINING INVESTMENT

Inve

stm

en

t

Program Support

Financial Reward

Market Demand

Relation-ship

Ease-of-Doing-

Business

Enable-mentNo Program Fees!


Op

po

rtu

nity

=Inve

stm

en

t

Program Support Financial Reward

Relationship Ease-of-Doing-BusinessEnablement

CHANGES TO DRIVE


No Program Fees!

Market Demand

Specializations

Sales

engagement

model

New marketing

benefits

MDF!

Competencies

Partner Demo

Center

- New GTM Models

- Teaming Fees

- Reseller Discounts

- Badging

New Portal!


Op

po

rtu

nity

=Inve

stm

en

t



CHANGES TO DRIVE


No Program Fees!

Market Demand

Specializations


CHANGES TO DRIVE



Op

po

rtu

nity

=Inve

stm

en

t



CHANGES TO DRIVE


No Program Fees!

Market Demand

Specializations

New marketing

benefits

MDF!


CHANGES TO DRIVE

YOUR ROI

MARKET DEVELOPMENT FUNDS (MDF)

MITZI KRELLWITZ, DIRECTOR, PARTNER MARKETING


Op

po

rtu

nity

=Inve

stm

en

t



CHANGES TO DRIVE


No Program Fees!

Market Demand

Specializations

Sales

engagement

model

New marketing

benefits

MDF!

- New GTM Models

- Teaming Fees


- Badging


CHANGES TO DRIVE

YOUR ROI

SALES ENGAGEMENT PROCESS

OPPORTUNITY REGISTRATION FORM (ORF)

Submit Opportunity Registration

FormPartner

Review ORF

Partner Manager

Sales & PSD

Review

Partner Manager

Execute ORF

Partner Operations

Communicate to Partner

Partner Manager

• Align with Sales & PSD

• Improve speed and clarity

• Create win-win

• Reduce conflicts


Op

po

rtu

nity

=Inve

stm

en

t



CHANGES TO DRIVE


No Program Fees!

Market Demand

Specializations

Sales

engagement

model

New marketing

benefits

MDF!

Competencies

Partner Demo

Center

New Portal!

- New GTM Models

- Teaming Fees


- Badging


CHANGES TO DRIVE

YOUR ROINEW PARTNER PORTAL!

Easy

Modern

Relevant


Op

po

rtu

nity

=Inve

stm

en

t



CHANGES TO DRIVE


No Program Fees!

Market Demand

Specializations

Sales

engagement

model

New marketing

benefits

MDF!

Competencies

Partner Demo

Center

New Portal!

- New GTM Models

- Teaming Fees


- Badging


WHAT’S YOUR INVESTMENT?


WHAT’S YOUR

INVESTMENT?TIERED BENEFITS BASED ON YOUR LEVEL OF INVESTMENT


WHAT’S YOUR

INVESTMENT?TIERED REQUIREMENTS BASED ON YOUR INVESTMENT

• Opportunity Registration

• Silver Competency RequirementPartner Profile

• Annual Revenues >$500K FYF

• Designated marketing resource

• Gold Competency Requirement

• Annual Revenues >$10M FYF

• SAS Center of Excellence

• Platinum Competency Requirement


WHAT’S YOUR

INVESTMENT?TIERED REQUIREMENTS BASED ON YOUR INVESTMENT

• Opportunity Registration

• Silver Competency Requirement Partner Profile

• Annual Revenues >$500K FYF

• Designated marketing resource

• Gold Competency Requirement

• Annual Revenues >$10M FYF

• SAS Center of Excellence

• Platinum Competency Requirement


Op

po

rtu

nity

=Inve

stm

en

t



CHANGES TO DRIVE


No Program Fees!

Market Demand

Specializations

Sales

engagement

model

New marketing

benefits

MDF!

Competencies

Partner Demo

Center

New Portal!

- New GTM Models

- Teaming Fees


- Badging


WHAT’S YOUR

INVESTMENT?YOUR PRIMARY INVESTMENT IS COMPETENCY IN SAS


WHAT’S YOUR

INVESTMENT?YOUR PRIMARY INVESTMENT IS COMPETENCY IN SAS

Specializations

Competencies

Credentials


WHAT’S YOUR

INVESTMENT?TIERED COMPETENCY REQUIREMENTS

• 1 credential - in any track, any

competency category

• 4 credentials - in 4 different tracks,

held by at least 2 people

• 10 credentials + EITHER 2

competency badges OR 1 competency

badge and 2 specializations


COMPETENCY TRACKS

SalesTech

Sales

Post Sales

COMPETENCY

CATEGORIES

SAS

Programming

Install &

ConfigImplementation Administration

Analytics

Data

Management

Visualization

WHAT’S YOUR

INVESTMENT?CLEARLY DEFINED COMPETENCY PATHS


COMPETENCY TRACKS

SalesTech

Sales

Post Sales

COMPETENCY

CATEGORIES

SAS

Programming

Install &

ConfigImplementation Administration

Analytics

Data

Management

Visualization

WHAT’S YOUR

INVESTMENT?CLEARLY DEFINED COMPETENCY PATHS


SALES COMPETENCY PATH

Product Capabilities &

Value Proposition

Positioning

Competition

Certificate of

Completion

Clearly defined path

Streamlined investment

Faster onboarding


WHAT’S YOUR

INVESTMENT?ARE YOU TELLING ME I’VE GOT TO TAKE THESE CLASSES?

Take the test!


HOW DO YOU KNOW THAT SAS IS COMMITTED?


SAS COMMITMENT SAS EXECUTIVES CHAMPIONING THE COMMITMENT


SAS COMMITMENT THIS IS JUST THE BEGINNING!

JANTODAY DECJUN

Global SAS

Certification

WeekDec 7th

New Credentials, More Products, New Assets

Launch!Program

Renewals

Deadline for

meeting

requirements


SAS COMMITMENT SCALING PARTNER PROGRAM GLOBALLY

Streamlined

Enablement

Global

Consistency =+ Increased

Success!


We know you have choices

and we want to make it

easy for you to choose SAS!

SAS COMMITMENT DELIVERING ON THE PROMISE


SAS COMMITMENT AND NOW A WORD FROM OUR SPONSORS…

sas.comCopyright © 2015, SAS Insti tute Inc. Al l r ights reserved.

QUESTIONS?

http://www.sas.com/

http://www.sas.com/

Date post:	16-Mar-2020
Category:	Documents
Upload:	others
View:	1 times
Download:	0 times

DRIVING YOUR ROI WITH THE NEW SAS PARTNER PROGRAM...CERTIFICATION • Susan Duchesneau • Ron Ross...

Documents