Product Development ObjectivesPart 3 – More sales opportunities for your partners

Daniel Maurer – October 2015Software Vendor Management Guidewww.softmanguide.com

A presentation for you who…• Is the CEO of a software company• Shall take over as CEO of a software company• Member of the management team of a software company• Is a board member of a software company• Is the owner of a software company• Is an investor in a software company• Wants to start a software company• Are generally interested in how software companies are

managed and developed

ContentHow to create more sales opportunities for your partners

IntroductionYour partners helps you to sell

IntroductionYour partners helps you to sellYour partners wants to work with innovative products and services

IntroductionYour partners helps you to sellYour partners wants to work with innovative products and servicesYour partners shall therefore impact your product development

Different types of partners

1 – VAP – Value Added PartnerUse a software or a service and refines it for the customerRefining can be:• Adjustments and customizations• Extensions or add-ons• ServicesThe partner is responsible for the customer relation……from sales to support

2 – Distributor / ResellerDistributes the software to a middle hand or the end customerDo not add refining in generalSupport may be an exception

3 – OEM / White Label / Private LabelUse the software or the service under its own brandCan in addition also be a VAP, Distributor or a Reseller

4 – Technology PartnerUses your product or service as a part of its offerHowever not as integrated as for an ISV

5 – MSP – Managed Service ProviderUses your product or service as an integrated part of its service offeringIntegrate under its own brand or yours

6 – ISV – Independent Software VendorUses a product or service as an integrated part of its own product or service

6 – ISV – Independent Software VendorUses a product or service as an integrated part of its own product or service

Partner Impact

Continues Product DevelopmentProduct Development creates more sales opportunities for your partnersEither as additional sales to existing customers……by adding new functionality……or……creates new business for your partners……by expanding the product capabilities……and by this reaching new customers

Partner ImpactThe more you rely on your partners for sales……the more influence shall they haveUse a structured approach to find out what they thinkPartners may have a voice in the Product Council……at least through your PAM – Partner Account Manager

Get out thereMeet your partners……remember to ask the question……and remember the answer

So…- Listen to your partners- Let them influence your Product Development- What makes your partners business growing – also

grows your business

Product Development Objectives – Part 3Thank you for your attention!

Daniel Maurer – October 2015Software Vendor Management Guidewww.softmanguide.com