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Proven services that substantially increases SMB partner sales

Proven services that substantially increases SMB partner sales

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  • CGS has developed the proven processes required to win partners’ mindshare and attain optimum sales results Year-Over-Year
  • CGS has developed the proven processes required to win partners’ mindshare and attain optimum sales results Year-Over-Year
  • CGS has developed the proven processes required to win partners’ mindshare and attain optimum sales results Year-Over-Year
  • CGS has developed the proven processes required to win partners’ mindshare and attain optimum sales results Year-Over-Year
  • CGS has developed the proven processes required to win partners’ mindshare and attain optimum sales results Year-Over-Year
  • CGS has developed the proven processes required to win partners’ mindshare and attain optimum sales results Year-Over-Year

Cgs channel enablement services nn bm Presentation Transcript

  • 1. © 2013 Computer Generated Solutions, Inc. All rights reserved. Confidential and proprietary to CGS. Page 1 Proven Channel Enablement Services Computer Generated Solutions, Inc. 200 Vesey Street Brookfield Place New York, NY 10281-1017 Doug Stephen Senior Vice President & Country Manager 506.674.9737 dstephen@cgsinc.ca
  • 2. © 2013 Computer Generated Solutions, Inc. All rights reserved. Confidential and proprietary to CGS. Page 2 Agenda Introduction to CGS Channel Enablement Program Overview CGS’ Partner Enablement Tactics Channel Enablement Contract Examples
  • 3. © 2013 Computer Generated Solutions, Inc. All rights reserved. Confidential and proprietary to CGS. Page 3 Who is CGS?  30 years of excellence  5,000 professionals  17 locations worldwide  Stable, privately owned, debt-free, and profitable since its inception in 1984  Multi-shore global delivery in 18 languages  Portfolio of award-winning solutions and services  Served more than 3,500 clients in 40 countries
  • 4. © 2013 Computer Generated Solutions, Inc. All rights reserved. Confidential and proprietary to CGS. Page 4 Who WEare a private, a profitable, 30 year old technology and services firm with a global footprint. WEhave over 5,000 professionals across North America, Latin America, Europe and Asia with global delivery capabilities and expertise across leading IT vendors’ platforms. WEare a provider of channel enablement services that deliver substantial increased sales through IT vendors’ SMB partners, including the development of partner learning and training courses. is ?CGS
  • 5. CGS’ Channel Enablement Program
  • 6. © 2013 Computer Generated Solutions, Inc. All rights reserved. Confidential and proprietary to CGS. Page 6 What Differentiates CGS From Other Channel Organizations? CGS’ partner recruitment, enablement, sales activation and support program is the most comprehensive, innovative and cost effective channel partner enablement program in the IT industry. The true measurement of a successful SMB partner enablement program is the incremental revenue that is realized sequentially, quarter over quarter. CGS’ Channel Enablement Program is designed to deliver significant sales results through the channel partners. Our portfolio of innovative and successful channel enablement services are “proven” with some of the world’s largest IT vendors including IBM, Microsoft, Red Hat, Lenovo, Trend Micro and others. A “Proven” Channel Enablement Program
  • 7. © 2013 Computer Generated Solutions, Inc. All rights reserved. Confidential and proprietary to CGS. Page 7 What Differentiates CGS From Other Channel Organizations? A “Proven” Channel Enablement Program Executives on our staff have over 30 years of indirect channel sales and channel business develop-ment experience on a worldwide basis working for some of the world’s largest IT vendors. You will be interfacing with seasoned professional channel executives that have encountered the same chal-lenges you face in the channel from an IT vendor’s perspective.
  • 8. © 2013 Computer Generated Solutions, Inc. All rights reserved. Confidential and proprietary to CGS. Page 8 8 IT Vendors Achieve Their Channel Goals with CGS CGS provides “proven” Channel Enablement Services designed to achieve the following objectives: • Recruit qualified net-new partners that will “commit” to selling your solutions and services • Eliminates the 80/20 rule • Enable and accelerate partners’ sales growth and reduce IT vendors’ partner management costs • Substantially increase incremental partner sales quarter-over-quarter • Sales activate dormant partners • Through CGS’ proven tactics, CGS will deliver substantial incremental sales through partners that previously were not actively selling your products and services
  • 9. © 2013 Computer Generated Solutions, Inc. All rights reserved. Confidential and proprietary to CGS. Page 9 We Win Partners’ Mindshare and Deliver Substantial Incremental Sales • Partner Recruitment: Recruit only the partners that will “commit” to becoming certified…Delivers partners that will sell • Partner Engagement: Understand partners’ business objectives and jointly develop training, marketing and go-to-market plans • Partner Enablement: Guide and assist partners to become sales and technically enabled • Marketing Programs: Consult and assist to develop marketing programs that result in qualified sales leads • Sales Activation: Quickly “sales activate” partners’ sales teams through CGS’ proven Sales Accelerator Tools and tactics • Support: Provide ongoing partner nurturing, support, guidance and “frequent” telephone communications A Proven Comprehensive Program Summary: CGS’ Channel enablement Program Engage Recruit Enable Sales Activate Promote Manage Support
  • 10. © 2013 Computer Generated Solutions, Inc. All rights reserved. Confidential and proprietary to CGS. Page 10 Sample: CGS Partner Enablement Tactics
  • 11. © 2013 Computer Generated Solutions, Inc. All rights reserved. Confidential and proprietary to CGS. Page 11 Increase Number of High Quality Resellers SUBSTANTIALLY INCREASE RESELLER SALES Obtain Commitments to Engage Accelerate Sales Activation Proactively Support & Drive Sales CGS will identify the Partners who are experienced selling the solutions that align to your solutions and markets Most importantly, CGS will “QUALIFY” every Partner prior to recruiting them to ensure they will commit to enroll in training and actively sell your solutions Identify, Recruit & Enable “Committed” Partners Market Sales Activate Assist to Locate Collateral & Develop MKTG Programs Assist in All Categories of Sales Including Pre-Sales Assistance to Close Deals Support & Admin Proactively Support & Prog Admin/Reports Sales Activate and Support Partners Recruit Recruit Only Partners That Will Commit to Enroll in Training & Sell your solutions Engage Establish Relationship, Iden tify Bus. Goals, Develop Training Schedule Enable Assist to Enroll in Training, Provide CGS’ Sales Tools , Establish Sales & MKTG Plans Segment & Target Identify High- Value Partner Targets By Vendor’s Solution Type, Vertical Markets & Geo’s SAMPLE: CGS Reseller Enablement Program Typical Reseller Categories Platinum Gold Resellers Silver Resellers Registered Resellers Net-New Recruits - Optimized - INCREASE SALES  Mindshare  Loyalty OPTIMIZE SALES Assist Partners to Achieve Gold & Silver Status ENABLE & SALES ACTIVATATION Assist New Partners to Become Quickly Enabled & Sales Activated QUICKLY ENGAGE Understand Business Goals and Establish Enablement Plan
  • 12. © 2013 Computer Generated Solutions, Inc. All rights reserved. Confidential and proprietary to CGS. Page 12 Fully Sales Activated $153.8K Engaged $12.0K Enabled $24.8K Example: How CGS’ Tactics Increase the size of the Partners’ Sales Averaged Size Sale From Point of Engagement to Fully Sales Activated: This is a factual example of how CGS is increasing partner sales for one of our current clients Winning Partners’ Mindshare Drives Up Sales
  • 13. © 2013 Computer Generated Solutions, Inc. All rights reserved. Confidential and proprietary to CGS. Page 13 Review: Sample Multi-Program Channel Engagement
  • 14. © 2013 Computer Generated Solutions, Inc. All rights reserved. Confidential and proprietary to CGS. Page 14 Sample CGS Engagement: Multiple Channel Programs Sample: Current CGS Engagement with the WW Leader of Open Source Recruit & Support ISVs Manage “WW” ISV Unification Program Provide single point of contact to recruit and assist ISVs to certify & market their solutions Provide single point of contact for Tier II – III ISVs Worldwide Manage & Increase Sales of SMB Partners Support & Increase Sales of High Volume Partners Provide CGS Resources to Support ICAM Function Provide single point of contact and engage, enable, sales activate and provide support Predominately large Direct Marketing Resellers such as PC Connection, etc. CGS resources interact between field sales and the partners for sales opportunities and support
  • 15. © 2013 Computer Generated Solutions, Inc. All rights reserved. Confidential and proprietary to CGS. Page 15 Additional Examples Of CGS’ Channel Engagements
  • 16. © 2013 Computer Generated Solutions, Inc. All rights reserved. Confidential and proprietary to CGS. Page 16 Case Study: PC Vendor – North American Dealer Channel A Worldwide PC vendor was ranked number four in PC sales at the time of our engagement. Their goal was to increase sales through their Tier-2 dealer network. PC Vendor’s Goal CGS identified the valid PC dealers. obtained their objectives for joining the vendor’s partner program, an understanding of their business model, number of sales/tech employees and geographic sales coverage We provided the compelling reasons to sell our client’s PCs, including several very important categories such as: Engagement & Sales Activation They had 7,200 Tier-2 inactive PC dealers that had delivered little or no sales in the previous two to three years. Vendor had minimal information about these dealers This was a multi-year contract. Each year CGS delivered a minimum of 30% increase in sales, sequentially each quarter. We delivered a minimum 40% increase in sales each year. The average cost of sales was less than 3%. The vendor’s General Manager stated “CGS delivered higher revenue growth than we were able to achieve” Results • Margin/Profit: The dealers had no knowledge of this information. They were delighted when informed. • Sales Accelerator Material: We developed one-page documents that provided the dealers’ sales reps with the key information required to easily and confidently sell the vendor’s products • Product/Margin/Spiff Configurator: We developed this tool for our sales team to be able to identify the optimum products that matched the dealer’s need within 5 seconds on the telephone call. • The Major Differentiator: We won the dealers’ mindshare through the direct support CGS’ experienced channel sales reps provided, including pre-sales support. • The dealers frequently commented that no other IT vendor provides direct support. This level of CGS support assisted them to win more sales and increase their profit margin.
  • 17. © 2013 Computer Generated Solutions, Inc. All rights reserved. Confidential and proprietary to CGS. Page 17 Case Study: IT Vendor – Worldwide Software Reseller Program The goal was to increase the SMB sales of the vendor’s five software brands through the recruitment of new channel partners in North America and Europe. Goal: Increase Software Sales • All of the program goals were achieved. Results • CGS and the vendor identified the list of new partner candidates that would be recruited by CGS in North America and Europe. • CGS is a leader in delivering new qualified partners that will make commitments to become certified and actively sell the vendors’ products Best-In-Class Partner Recruitment • Every partner recruited was required to agree to a timeframe to attend sales and technical training courses to achieve applicable certifications. • CGS eliminates the 80/20 rule • Recruited over 2,200 new SMB partners. • Over 75% of the new partners delivered sales • Delivered substantial net-new incremental revenue quarter-over-quarter Sales Activation Success Factors • Direct Support: The SMB partners were provided direct support by CGS that won the mindshare of these partners. No other IT vendor provides this level of direct support to their Tier-2 SMB partners • Pre-Sales Support: CGS’ resources were certified on the vendor’s five software brands and provided pre-sales guidance and assisted the partners to close sales. • Sales Accelerator Material: We developed one-page documents that provided the partners’ sales reps with the information required to easily and confidently sell the vendor’s software brands. Engagement • Once the partners were recruited, CGS engaged in discussions and provided direction and support that accelerated the partners timeframe to become certified, develop their marketing plans and finalize their go-to-market strategies. • Each partner was assigned a CGS experienced channel sales rep as their primary support contact.
  • 18. © 2013 Computer Generated Solutions, Inc. All rights reserved. Confidential and proprietary to CGS. Page 18 Case Study: WW IT Vendor – Mid-Market MSP Program The vendor had several hundred MSPs that were being supported by the vendor’s in-field sales representatives. The goal was to identify and recruit new “high quality” MSPs that aligned to stringent parameters in terms of size, market focus, market share and current sales derived from their MSP business. The vendor decided to implement the MSP recruitment campaign in a cost effective manner versus utilizing their expensive in-field sales reps. In addition, the vendor wanted to maintain the in-field sales reps focus on generating sales through the current MSPs versus being diverted to target new MSP candidates. Goal: Increase Number of MSPs MSP Recruitment Campaign Through call-out campaigns, CGS’ experienced channel sales team contacted the recruitment candidates’ decision maker and through a series of questions identified the MSPs that met “ideal” and “high potential” criteria. • For the qualified MSP candidates, CGS’ team stepped through the vendor’s MSP Program financial incentives, key program benefits, marketing support, support resources and identified the MSPs that had high interest in joining the vendor’s MSP Program. CGS developed detailed business profiles on each qualified partner that expressed high interest in the vendor’s Program. • The partner profiles were reviewed with the vendor’s sales management • CGS provided a warm transfer for each qualified partner to the appropriate vendor’s in-field MSP sales reps. • The vendor’s MSP sales reps became responsible for the management of these highly qualified MSP partners. Partner selection criteria and the recruitment list are vital to the success of any partner recruitment campaign. CGS ensured that the new MSP partner selection “criteria” was well defined and the recruitment list contained high quality targets. CGS and the vendor developed the criteria for “ideal” and “high potential” MSP recruitment candidates. This effort would ensure that new MSP partners recruited were “high quality” partners that had already made the transition to the MSP sales model and would be able to drive volume sales. • CGS’ recruitment tactics eliminates the 80/20 rule. MSP Partner Recruitment Parameters Results CGS qualified and recruited over 300 quality MSPs within the first three months of the program.
  • 19. © 2013 Computer Generated Solutions, Inc. All rights reserved. Confidential and proprietary to CGS. Page 19 CGS has developed the proven processes required to win partners’ mindshare and consistently attain optimum sales results year-over-year The5MOST IMPORTANT PILLARS
  • 20. © 2013 Computer Generated Solutions, Inc. All rights reserved. Confidential and proprietary to CGS. Page 20 NEXT STEPS