How to grow your IT channel revenue by 400% (or more)

How to Grow Indirect

IT Channel Revenue

by 400% (or More)

Presented by CSBexcellence

Partner Productivity

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Cloud Vendor

20%

80%

ChannelPartners

ChannelRevenue

20%

80%Drives

Drives

Does 20% of your channel drive 80% of your revenue?

Copyright © 2014 CSBexcellence

Business Impact

• Your channel revenue could be much, much higher

• Your rate of growth could be much, much faster

• You’re wasting time & resources on low-performers

• Your revenue is at risk if any high-performers go away

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Your success is tied to the success of your channel!

If 80% of your channel is underperforming…

Low Productivity Factors

Your channel partners may … • Lack resources to generate new business

• Have little or no experience in sales & marketing

• Be reluctant to invest money in marketing programs

• Have saturated their installed customer base

• Or, simply lack the motivation to grow their business


You can remove all of these obstacles, except the last one.

The Answer is SALES LEADS

• Many partners know how to close deals

• Most partners don’t know how to find deals

• Resources that enable partners are only partially effective

• Qualified sales leads are the shortest path to growth


What if your partners were seeded with quality leads?

Leads: The missing ingredient in most channel programs

Lead Quality is Key

• Targeted at the right kind of customer

• Sales-ready prospects in the buyer zone

• Produced on a consistent basis

• Generated at a low cost-per-lead


Lead quality makes all the difference, IF leads are:

A quality lead funnel drives higher & sustained revenue growth

Partner Productivity: One Scenario…

• Increased average deal size from 15 to 20 users?

• Increased one-time revenue from $40 to $50 per user?

• Increased recurring revenue from $40 to $50 per user?

• Increased deal acquisition from 0.5 to 1 deal per month?

• And you added another 25 new partners just like them?


What if your best partners:

Your channel revenue would grow by 400%

How to Increase Revenue by 400%


Ideal Channel Revenue

Existing Channel Revenue

400% Increase

Partner Productivity Modeling Tool


Existing & Ideal Input Assumptions Detailed Revenue

Projections GraphicalSummary

TAB #1TAB #2

TAB #3

Download the model at: info.csbexcellence.com/partner-productivity-model

http://info.csbexcellence.com/partner-productivity-model



Generate Quality Leads with Inbound Marketing

• To nurture more leads into buyers

• Target more high-value customers

• Deliver more sales-ready leads

• Generate leads with more consistency

• Reduce the cost of customer acquisition


Use Inbound Marketing to Recruit New Partners

• Define and target your ideal partner profile

• Attract prospective partners with online content

• Nurture, qualify and convert the best-fit partners

• Onboard new partners with an end-customer inbound marketing program to build their funnel


Inbound is the “NEW” Marketing

• The average buyer completes 57% of the buying process before ever contacting a sales person (CEB – New Decision Timeline)

• 85% of tech buyers need to encounter at least 3 pieces of content before engaging solutions provider (Marketing Sherpa)

• 30-50% of leads that enter the sales pipeline are qualified leads that are not ready to buy (Gleanster)

• Companies using inbound marketing have 55% more traffic & 70% more leads (Hubspot)

• Inbound marketing cuts deal acquisition cost in half (CSBexcellence)


Inbound Marketing as a Managed Service

SEO

SEMGraphics

Analytics

Strategy

LeadNurturing

Conversion

ContentSocialMedia

HTML

• Flat monthly fee

• Deep experience

• Multiple disciplines

• Flexible & adaptable

• Fraction of the cost of internal resources

• Scalable up & down

• Operates as your virtual organization

Copyright © 2014 CSBexcellence Page 13www.csbexcellence.com

The Return on Investment

Managed Funnel

$$$

- Suspects- Prospects- Opportunities

Traffic

Content for Website & Offers(based on buyer persona)

Landing Pages(conversion-optimized)

Leads

Segmented Database$2,500/month Revenue Generated36 months Contract Term$90,000 Contract Value50% Gross Margin$1,250/month Gross Profit $2,500/month Marketing Expense2 months Payback Period$42,500 Return on Investment

Typical Inbound Marketing ROI

Targeted Buyers

Incremental Revenue

(SEO, Blog &Social Media)


Constant Measurement and Optimization

Key Performance Metrics• Traffic volume

• Site conversion

• Lead quantity

• Lead quality

• Deal acquisition rate

• Average deal values

We monitor the Metrics That Matter on a performance dashboard We assess the role of content, campaign strategy and methodsThen we do more of what works and less of what doesn’t work


Our Engagement Model


We begin with deep discovery, content development and campaign design

Then we build traffic, optimize conversion, nurture buyers and drive deals

For More Info VISIT: www.csbexcellence.com

Todd [email protected]: (800) 785-4620www.csbexcellence.com


Dave [email protected]: (800) 785-4620www.csbexcellence.com

http://www.csbexcellence.com/

mailto:[email protected]

mailto:[email protected]

Date post:	13-May-2015
Category:	Technology
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How to grow your IT channel revenue by 400% (or more)

Technology