Best Practices in Building Programs to Create Partner Profitability in the SMB Market Tom Hume – VP Channel Marketing
Sage Software <ul><li>Sage Software (Worldwide) </li></ul><ul><li>Reaches a global client base of over 5 million customers...
Sage Product Portfolio Business Partners (VAR’s) Retail Small   Business Mid-Market
About the partners we target <ul><li>Large Partners </li></ul><ul><li>Who are they? </li></ul><ul><li>Large multi-office p...
Adding value for Partners <ul><li>Partner  </li></ul><ul><li>Profitability </li></ul>Revenue  Generation Cost  Reduction
Key Program Elements Assuring Success <ul><li>Cost Reducers </li></ul><ul><li>Economies of Scale  </li></ul><ul><li>Custom...
Fast Track for Growth Marketing Alliance Preferred Vendors Webcast Lead Builder I want to: Build  Knowledge Earn  Rewards ...
Grow My Business Grow  my Business Fast Track for Growth Marketing Alliance Program Preferred Vendors Webcast Lead Builder...
Grow My Business Grow  my Business Fast Track for Growth Marketing Alliance Program Preferred Vendors Webcast Lead Builder...
Grow My Business Grow  my Business Fast Track for Growth Marketing Alliance Program Preferred Vendors Webcast Lead Builder...
Grow My Business Grow  my Business Fast Track for Growth Marketing Alliance Program Preferred Vendors Webcast Lead Builder...
<ul><li>Vendors for Growth Pillar </li></ul><ul><li>Carney Direct – List Buying </li></ul><ul><li>GDS – Print-on-demand ma...
Grow My Business Grow  my Business Fast Track for Growth Marketing Alliance Program Preferred Vendors Webcast Lead Builder...
Hire Talent <ul><li>HireAssist </li></ul><ul><li>Program designed to assist partners to recruit, hire, and train full-time...
Hire Talen <ul><li>HireAssist </li></ul><ul><li>Partner Benefits </li></ul><ul><ul><li>Over $10,000 funding from Sage Soft...
Hire Talent <ul><li>Other Sage Recruiting Resources </li></ul><ul><li>Opus Productivity Solutions  -Resources to assist wi...
Build Knowledge <ul><li>Sage University </li></ul><ul><ul><li>Product certifications  </li></ul></ul><ul><ul><li>Elective ...
Earn Rewards <ul><li>Sage Select </li></ul><ul><li>Sage Select Program rewards partners that are loyal to Sage Software fa...
Earn Rewards <ul><li>Co-op </li></ul><ul><li>Partners earn funds based on new license sales and these funds are used to re...
Other Rewards and Special Deals  <ul><li>In-house use </li></ul><ul><ul><li>In-House Use provides free Sage Software produ...
Helping Partners Succeed <ul><li>Build programs based on partners pain points </li></ul><ul><li>Leverage corporate and the...
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Sage Partner Advantage Baptie Presentation 042308

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Presented at the Baptie North America Channel Conference in 2008. Voted as one of the top five speakers at the conference.

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  • Kevin
  • Kevin This slide has a build: Sage Software is organized so that it serves not only its needs, but customers’ needs as well. Sage Software has two divisions characterized by market and customer size: Small Business division Mid Market division This structure also reflects Sage Software’s distribution channels: Retail Value Added Resellers
  • What partner segments do we focus on- Large committed partners
  • Kevin- What most in the industry miss is how they can help on the cost savings More minimize cost
  • Tom
  • Sage Benefits Partners can spend less time looking for cost-effective vendors and utilize SWS vendors with Sage negotiated pricing= more time spent on selling Sage products and money spent on Marketing Sage products
  • Sage Partner Advantage Baptie Presentation 042308

    1. 1. Best Practices in Building Programs to Create Partner Profitability in the SMB Market Tom Hume – VP Channel Marketing
    2. 2. Sage Software <ul><li>Sage Software (Worldwide) </li></ul><ul><li>Reaches a global client base of over 5 million customers </li></ul><ul><li>Over 13,900 employees </li></ul><ul><li>Revenue of $2.29B </li></ul><ul><li>22% growth in revenue and 23% growth in profit </li></ul><ul><li>Publicly-traded on the London Stock Exchange </li></ul><ul><li>Market cap of $6.5 billion </li></ul><ul><li>(North America) </li></ul><ul><li>$1.01B (44% of global revenues) </li></ul><ul><li>2.8 million customers </li></ul><ul><li>Over 6,000 business partners </li></ul>
    3. 3. Sage Product Portfolio Business Partners (VAR’s) Retail Small Business Mid-Market
    4. 4. About the partners we target <ul><li>Large Partners </li></ul><ul><li>Who are they? </li></ul><ul><li>Large multi-office partners </li></ul><ul><li>Consolidation driven </li></ul><ul><li>Complete end-to-end solutions </li></ul><ul><li>Hardware/network BP’s </li></ul><ul><li>Multi-Product </li></ul><ul><li>Growing/Committed Partners </li></ul><ul><li>Who are they? </li></ul><ul><li>Focused on growing their business at over 20% year </li></ul><ul><li>Typically not the largest partners </li></ul><ul><li>Single product focused </li></ul><ul><li>Younger organizations </li></ul><ul><li>What do they need? </li></ul><ul><li>Recognition </li></ul><ul><li>Exceptions, Drive their brand </li></ul><ul><li>Executive level contact </li></ul><ul><li>Financial resources </li></ul><ul><li>What do they need? </li></ul><ul><li>Sage assistance </li></ul><ul><li>Growth programs </li></ul><ul><li>Sage coaching/education </li></ul><ul><li>Leads </li></ul><ul><li>Financing </li></ul>
    5. 5. Adding value for Partners <ul><li>Partner </li></ul><ul><li>Profitability </li></ul>Revenue Generation Cost Reduction
    6. 6. Key Program Elements Assuring Success <ul><li>Cost Reducers </li></ul><ul><li>Economies of Scale </li></ul><ul><li>Customize for their need </li></ul><ul><li>“ Earn back” program investment </li></ul><ul><li>Program financial support </li></ul><ul><li>Revenue Generators </li></ul><ul><li>Peer Advisors (Coaches) </li></ul><ul><li>Support of a network/community </li></ul><ul><li>Lead Campaign Synergies </li></ul>
    7. 7. Fast Track for Growth Marketing Alliance Preferred Vendors Webcast Lead Builder I want to: Build Knowledge Earn Rewards Grow my Business Hire Talent Sage University Sales Academy Consulting Academy Leadership Academy Hire Assist Sales Sage Recruiting Resources Sage Select Chairman’s Club President’s Circle Million Dollar Club Co-op Programs and resources to help partners recruit and retain the right talent for their business. Programs and resources to help partners build the competencies and capabilities of their people. Advantages and experiences that allow partners to enjoy the benefits of successfully building their business with Sage. Programs and resources to help partners improve their capabilities, build business, and develop their partnership with Sage. The Four Pillars of Sage Partner Advantage Sage Partner Advantage
    8. 8. Grow My Business Grow my Business Fast Track for Growth Marketing Alliance Program Preferred Vendors Webcast Lead Builder <ul><li>Fast Track for Growth </li></ul><ul><li>Provides dedicated resources and significant investments to partners who are to committed to growing their businesses and acquiring new customers </li></ul><ul><li>Qualifications </li></ul><ul><ul><li>Desire to grow business with Sage Software </li></ul></ul><ul><ul><li>Partners must have sold less than eight new systems for a selected product line within previous 12 months </li></ul></ul><ul><ul><li>Program fee $5,000.00 </li></ul></ul>
    9. 9. Grow My Business Grow my Business Fast Track for Growth Marketing Alliance Program Preferred Vendors Webcast Lead Builder <ul><li>Partner Benefits </li></ul><ul><li>Over $8,000 in benefits </li></ul><ul><ul><li>Free pass to Insights </li></ul></ul><ul><ul><li>Free registration to Sage Sales Academy </li></ul></ul><ul><ul><li>Duct Tape Marketing Referral Flood Program </li></ul></ul><ul><ul><li>$4,000 lead generation program </li></ul></ul><ul><ul><li>Free one year subscription to First Research </li></ul></ul><ul><ul><li>One-on-one mentoring from a Sage Peer Advisor </li></ul></ul><ul><ul><li>Participation in exclusive Fast Track for Growth educational webcasts and calls </li></ul></ul><ul><ul><li>Assistance with business and marketing plan development </li></ul></ul><ul><ul><li>Fast Track for Growth binder, including two “How to” 90-day workbooks </li></ul></ul><ul><ul><li>Ability to earn back $5,000 investment! </li></ul></ul>Revenue Generators Coaches focus on growing new units Cost Reducers Earn back, $8K benefits for $5K
    10. 10. Grow My Business Grow my Business Fast Track for Growth Marketing Alliance Program Preferred Vendors Webcast Lead Builder <ul><li>Marketing Alliance Program </li></ul><ul><li>Program Objectives </li></ul><ul><ul><li>The Marketing Alliance Program offers better co-op incentives and marketing consulting services to partners who have a dedicated marketing employee on their staff . </li></ul></ul><ul><li>Benefits </li></ul><ul><ul><li>Off-set the cost of marketing with higher co-funding </li></ul></ul><ul><ul><li>Benchmark and share marketing best practices in driving demand </li></ul></ul><ul><ul><li>Support of a dedicated Sage marketing person </li></ul></ul><ul><ul><li>First to try new pilot programs </li></ul></ul>Cost Reducers Better co-op, $ support for marketing consulting Revenue Generators Community, 1 st new programs
    11. 11. Grow My Business Grow my Business Fast Track for Growth Marketing Alliance Program Preferred Vendors Webcast Lead Builder <ul><li>Saving with Sage - Preferred Vendors </li></ul><ul><li>Sage Software-endorsed marketing services vendors to help partners drive leads and increase sales. Sage has researched these vendors’ capabilities to ensure they meet the needs of partners. </li></ul><ul><li>Over 40 to choose from including: Telemarketing, Print-On-Demand portal, Web design, SEO, Copywriting, List Buying Marketing Research, Newsletters, PR </li></ul><ul><li>Vendors are recommended and rated by partners </li></ul>
    12. 12. <ul><li>Vendors for Growth Pillar </li></ul><ul><li>Carney Direct – List Buying </li></ul><ul><li>GDS – Print-on-demand mail and collateral </li></ul><ul><li>Colwell & Salmon - Telemarketing </li></ul><ul><li>Deviate Media – Web design </li></ul><ul><li>Display Graphics – Trade Shows Graphics </li></ul><ul><li>First Research – Marketing Research </li></ul><ul><li>Skyline Services Group – TS Booth Rentals </li></ul><ul><li>Duct Tape Marketing – Marketing Coaches </li></ul><ul><li>Tango Marketing – Newsletters </li></ul><ul><li>Constructive Communications – PR services </li></ul><ul><li>SearchOptimizers – SEO </li></ul><ul><li>Key Equipment – Leasing </li></ul><ul><li>Citrix Online – Go-to-MyPC, Go-to-Meeting </li></ul><ul><li>CardScan – Lead Capture </li></ul><ul><li>iLumen – Financial monitoring </li></ul><ul><li>Franklin Covey – Training </li></ul><ul><li>Orbitz – Travel Services </li></ul>Saving With Sage Vendors <ul><li>Vendor remains within Hire Pillar </li></ul><ul><li>Drake Personnel - Recruiting </li></ul><ul><li>Frank Rich & Assoc - Recruiting </li></ul><ul><li>OPUS – Emp Profiles </li></ul><ul><li>Benefit Protect – Health Insurance </li></ul>Cost Reducers Leverages Sage’s buying power
    13. 13. Grow My Business Grow my Business Fast Track for Growth Marketing Alliance Program Preferred Vendors Webcast Lead Builder <ul><li>Webcast Lead Builder </li></ul><ul><li>Program Objectives </li></ul><ul><ul><li>Helps partners to capture more leads by linking to Sage-hosted Webcasts from their website. Prospect and customer leads generated to Sage from a partner’s website are aligned back to the partner. </li></ul></ul><ul><li>Benefits </li></ul><ul><ul><li>Off-sets the cost developing Webcasts </li></ul></ul><ul><ul><li>Partners capture leads from their website </li></ul></ul>Revenue Generators Leads guaranteed Cost Reducers Partners don’t have to produce/hosts Webcast
    14. 14. Hire Talent <ul><li>HireAssist </li></ul><ul><li>Program designed to assist partners to recruit, hire, and train full-time field salespeople . </li></ul><ul><li>Qualifications </li></ul><ul><ul><li>Commitment to acquiring new customers and in good standing with Sage Software </li></ul></ul><ul><ul><li>Achieved one of the top three tier levels within one Sage Software product line </li></ul></ul><ul><ul><li>On Sage Software’s Lead Grid with the product lines supported with higher than average close ratio </li></ul></ul><ul><ul><li>Must prove they have a pipeline </li></ul></ul>Sage Hire Assist Sales Sage Recruiting Resources Hire Talent
    15. 15. Hire Talen <ul><li>HireAssist </li></ul><ul><li>Partner Benefits </li></ul><ul><ul><li>Over $10,000 funding from Sage Software </li></ul></ul><ul><ul><li>$2,000 per month subsidy for first four months </li></ul></ul><ul><ul><li>$1,500 Lead generation campaign, matched by partner </li></ul></ul><ul><ul><li>One Free Sage Sales Academy (SSA) registration </li></ul></ul><ul><ul><li>Hiring assistance – OPUS Marketing </li></ul></ul><ul><ul><li>Mentoring from a Sage Peer Advisor </li></ul></ul>Sage Hire Assist Sales Sage Recruiting Resources Hire Talent Cost Reducers Revenue Generators Coaching Cost Reducers Direct financial support for new hire Revenue Generators
    16. 16. Hire Talent <ul><li>Other Sage Recruiting Resources </li></ul><ul><li>Opus Productivity Solutions -Resources to assist with candidate pipeline building, assessment, evaluation, and productivity. </li></ul><ul><li>Timeshare Recruiting – Savings for resources to find the very best talent </li></ul>Sage Hire Assist Sales Sage Recruiting Resources Hire Talent Cost Reducers Lower cost recruiting resources
    17. 17. Build Knowledge <ul><li>Sage University </li></ul><ul><ul><li>Product certifications </li></ul></ul><ul><ul><li>Elective courses and degree tracks. </li></ul></ul><ul><ul><li>Classroom, Live-over-the-Web, and Downloadable   </li></ul></ul><ul><li>Sage Sales Academy </li></ul><ul><ul><li>A sales improvement course which incorporates basic sales skill development with industry training. </li></ul></ul><ul><li>Sage Consulting Academy </li></ul><ul><ul><li>A program which incorporates two separate classes; Project Management and Consulting Concepts, </li></ul></ul><ul><li>Sage Leadership Academy </li></ul><ul><ul><li>A one year program designed to help develop leadership skills. Designed for owners; emphasis is placed on business planning skills. </li></ul></ul><ul><li>Sage Webcast Center </li></ul><ul><ul><li>Partners can learn more about Sage product solutions from free live or recorded Webcasts. </li></ul></ul>Build Knowledge Sage University Sage Sales Academy Sage Consulting Academy Sage Leadership Academy Sage Webcast Center Cost Reducers Lower cost training Revenue Generators Coaching best practices
    18. 18. Earn Rewards <ul><li>Sage Select </li></ul><ul><li>Sage Select Program rewards partners that are loyal to Sage Software family of products </li></ul><ul><li>Qualifications </li></ul><ul><ul><li>Must not sell any competitive products or advertise competitive products on website </li></ul></ul><ul><li>Partner Benefits </li></ul><ul><ul><li>Additional product margin on new sales </li></ul></ul><ul><ul><li>Additional co-op </li></ul></ul><ul><ul><li>One free boot camp per program year </li></ul></ul><ul><ul><li>Priority on leads </li></ul></ul><ul><ul><li>Advanced registration to Insights </li></ul></ul>Earn Rewards Sage Select Chairman’s Club Business Partner of the Year President’s Circle Million Dollar Club Co-op Cost Reducers Added margin and co-op
    19. 19. Earn Rewards <ul><li>Co-op </li></ul><ul><li>Partners earn funds based on new license sales and these funds are used to reimburse them for their marketing expenses </li></ul><ul><li>Partner Benefits </li></ul><ul><ul><li>Offsets the cost of marketing </li></ul></ul><ul><ul><li>Extra benefits when using Preferred Vendors </li></ul></ul><ul><ul><ul><li>Improves partner’s cash flow </li></ul></ul></ul><ul><ul><ul><li>Preferred Vendors does all the paperwork </li></ul></ul></ul>Earn Rewards Sage Select Chairman’s Club Business Partner of the Year President’s Circle Million Dollar Club Co-op Cost Reducers Direct financial support, better cash flow and time-savings
    20. 20. Other Rewards and Special Deals <ul><li>In-house use </li></ul><ul><ul><li>In-House Use provides free Sage Software products to partners (maintenance fee applies) to use our products internally </li></ul></ul>Cost Reducers Reduces IS costs
    21. 21. Helping Partners Succeed <ul><li>Build programs based on partners pain points </li></ul><ul><li>Leverage corporate and the combined partner channel economies of scale </li></ul><ul><li>Allow for partner customization and choice </li></ul><ul><li>Offer partners a chance to earn back investment </li></ul><ul><li>Coach partners on their weakest areas </li></ul><ul><li>Build communities among partners </li></ul>
    22. 22. Questions
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