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Horse Latitudes
Horse Latitudes
Horse Latitudes
Horse Latitudes
Horse Latitudes
Horse Latitudes
Horse Latitudes
Horse Latitudes
Horse Latitudes
Horse Latitudes
Horse Latitudes
Horse Latitudes
Horse Latitudes
Horse Latitudes
Horse Latitudes
Horse Latitudes
Horse Latitudes
Horse Latitudes
Horse Latitudes
Horse Latitudes
Horse Latitudes
Horse Latitudes
Horse Latitudes
Horse Latitudes
Horse Latitudes
Horse Latitudes
Horse Latitudes
Horse Latitudes
Horse Latitudes
Horse Latitudes
Horse Latitudes
Horse Latitudes
Horse Latitudes
Horse Latitudes
Horse Latitudes
Horse Latitudes
Horse Latitudes
Horse Latitudes
Horse Latitudes
Horse Latitudes
Horse Latitudes
Horse Latitudes
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Horse Latitudes

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9 ways for IT channel managers of doing more with less.

9 ways for IT channel managers of doing more with less.

Published in: Business, Technology
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  • Transcript

    • 1. SURVIVING THE HORSE LATITUDES 9 Ways of Doing More with Less
    • 2. The term horse latitudes originates from the days when Spanish sailing vessels transported horses to the West Indies. Ships would often become becalmed in mid-ocean in this latitude, thus severely prolonging the voyage; the resulting water shortages would make it necessary for crews to throw their horses overboard. Wikipedia
    • 3. The term horse latitudes originates from the days when Spanish sailing vessels transported horses to the West Indies. Ships would often become becalmed in mid-ocean in this latitude, thus severely prolonging the voyage; the resulting water shortages would make it necessary for crews to throw their horses overboard. Wikipedia
    • 4. Horse Latitudes is the right time to reprioritize and make your sailing ship more efficient than ever
    • 5. Out of scope: Head count reduction Travel freeze Budgets cuts Reorganization Cost savings...
    • 6. Get Raise Out of scope: Lighter Sail Head count reduction Travel freeze Budgets cuts Streamline Reorganization Ship Cost savings...
    • 7. Get Raise Moving responsibility Lighter Sail to the channel Mutualize your efforts In-source strategy & Streamline outsource execution Ship
    • 8. Moving Responsibility to the Channel High High Alignment Low Low Efficiency
    • 9. Moving Responsibility to the Channel High High Alignment Low Waste Low Efficiency
    • 10. Moving Responsibility to the Channel Wild Horse High High Alignment Low Waste Low Efficiency
    • 11. Moving Responsibility to the Channel Wild Horse High High Alignment Low Waste Low Dumm y Efficiency
    • 12. Moving Responsibility to the Channel Wild Horse Hero High High Alignment Low Waste Low Dumm y Efficiency
    • 13. B2B Software Company Capability Mkt & Biz Mostly MDF funded Development Workshops Mkt programs channel managed Market Data Customer & ROI x2 Exchange Market Data Increased loyalty Free up internal Process & MDF guidelines resources Guidelines Biz Plans 2x year Teamwork Alignment meeting
    • 14. Changing the Mindset From To Vendor Vendor Channel Channel Customers Customers
    • 15. Do you? Have regular strategy sharing meetings ? Share your market/customer data? Support the capability of your resellers? Provide business optimization tools?
    • 16. Mutualize your Efforts Creation of an Ecosystem Software partners Hosting partners Security partners Technology partners «Coopetitors» organized by industry
    • 17. Where is the Boundary? Interdependence Independence Market knowledge Standalone sales & Best practices marketing Training Unique strategy Co-go to market Confidentiality
    • 18. Do you? Know who is part of your ecosystem? Share common needs (research, data, databases, training, practices, application developments,...)? Have co go-to-market programs?
    • 19. In-source Strategy Outsource Execution 150.0 Channel Management for a US startup 112.5 75.0 37.5 0 Internal Outsourced Strategy Sales Setup Admin
    • 20. Only 5% of Sales & Marketing programs are getting regularly reviewed & documented
    • 21. Do you? Review regularly your programs and document the learning? Know where to cut when revenue shortage is coming? Outsource tasks that can be done better and cheaper outside?
    • 22. Get Raise Scan untapped Lighter Sail opportunities Expand your customer reach Streamline Go after the weak Ship
    • 23. Do NOT Focus
    • 24. Scan Untapped Opportunities Segments Geographies ? ? ? Markets Installed Competition Base ? ? ? Technologies
    • 25. CAD Software Vendor Found elevator segment being untapped Built an integrated GTM Lighthouse segment
    • 26. Do you? Think of any untapped opportunity? Know your installed base? Sell more to existing customers? or try to find new customers? or both? Really try to expand your footprint?
    • 27. Expand your Customer Reach Distribution for Cloud Computing IT Vendor Direct IT Channel Business Advisors Contractual Channel Non-Contractual Channel 120 000 companies 1 800 000 companies See whole presentation on http://tinyurl.com/degfkg 
    • 28. Ubiquitous Presence Analysts Communities PR Social Twitting Networking Groups Viral Marketing Forums Channels
    • 29. Word of mouth remains the most trusted source of information
    • 30. Do you? Have a clear view of the people who influence the purchase of your products? Do something with your communities (I mean really)?
    • 31. Go after the Weak NEC Computers stops its desktop PC business (€300M pa) Most competitors go after their left resellers How many go after their left customers?
    • 32. The weak can make 2 things: 1. you stronger 2. your competition stronger (and you weaker)
    • 33. Get Raise Clean your data Lighter Sail Simplify your processes Discipline execution Streamline Ship
    • 34. Clean your Data Databases loose 90.0 % 20% accuracy every year 67.5 % 45.0 % 22.5 % 0 % 2005 2004 2003 2002 2001
    • 35. Do you? Update your external databases every year? Clean your internal databases every year? Monitor your databases reliability?
    • 36. Simplify your Processes 40 pages Biz Plan to be filled in by each certified reseller 3 Months effort No review
    • 37. Of course you know the ROI of the programs managed by your channel partners...
    • 38. Do you? Make sure all your processes make a business difference? Check that their execution is not overwhelming your teams? Have the right processes to measure what’s truly important?
    • 39. Discipline Execution Next 3y Next 3y Next 3y Next 3y Planning Next 4Qs Next 4Qs Next 4Qs Next 4Qs Q2 plan Q3 plan Q4 plan Q1 plan Review Q4 review Q1 review Q2 review Q3 review Q1 Q2 Q3 Q4 15 days after Q4 ends 15 days after Q4 ends 15 days after Q4 ends 15 days after Q4 ends Perpetual Planning
    • 40. 90% of people poor performance stems from ill-defined expectations
    • 41. Do you? Make sure that your team and top partners are fully inline with your vision and roadmap? Do you have a process/milestones to check that when deviation happens it is immediately corrected?
    • 42. Moving responsibility to the Channel Mutualize your efforts Outsource execution/ Insource Strategy Scan untapped opportunities Expand your customer reach Go after the weak Clean your data Simplify your processes Discipline execution
    • 43. lemon LEMON OPERATIONS Laurent.Glaenzer@Lemon-Operations.com
    • 44. lemon LEMON OPERATIONS Laurent.Glaenzer@Lemon-Operations.com

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