Evolution of alliance and partner networks [email_address]

Approximately 30% of the one Billion Internet users are part of a social network Social Technology Phenomenon

Approximately 30% of the one Billion Internet users are part of a social network

Social Technology Phenomenon Social media is the fastest growing technology ever

Social media is the fastest growing technology ever

Social Technology Phenomenon It grew with zero advertising – zero sales zero cold calls In 5 years to 250+ Million users

It grew with zero advertising – zero sales zero cold calls

In 5 years to 250+ Million users

Social Technology Phenomenon How can it help - YOU - TODAY?

How can it help - YOU - TODAY?

How do most companies sell today H I S T O R Y Buy contact lists Do mail shots From small Google ads to bill boards Follow up with cold calls Engage call centers Identify “readiness to buy” Qualify the yield Call and try to get an appointment Start a sales process Hope for the best

H I S T O R Y

Buy contact lists

Do mail shots

From small Google ads to bill boards

Follow up with cold calls

Engage call centers

Identify “readiness to buy”

Qualify the yield

Call and try to get an appointment

Start a sales process

Hope for the best

How do YOU buy today You ignore advertising You hate cold calls You through the junk mail in the waste basket You have spam filters You have popup stopper You first check the Internet for meaningful comments You check forums and get interesting opinions You read blogs You discuss with peers or experts You explore with friends or colleagues When you are “ready to buy” the decision is pretty much set in stone

You ignore advertising

You hate cold calls

You through the junk mail in the waste basket

You have spam filters

You have popup stopper

You first check the Internet for meaningful comments

You check forums and get interesting opinions

You read blogs

You discuss with peers or experts

You explore with friends or colleagues

When you are “ready to buy” the decision is pretty much set in stone

Buying and sales cycle disconnect You and your prospects are worlds apart The purchase decision is made - you didn’t even begin your sales cycle The needs analysis and identification process happened in a social network you are not even aware of RESULT The lead qualities of all sources are worst than ever Business is extremely tough Sales results suck

You and your prospects are worlds apart

The purchase decision is made - you didn’t even begin your sales cycle

The needs analysis and identification process happened in a social network you are not even aware of

RESULT

The lead qualities of all sources are worst than ever

Business is extremely tough

Sales results suck

… I changed – you didn’t …

We need alternatives Growing market share through your community 87%(*) of purchase decisions are based on recommendations Wouldn’t it be nice to get your prospects connected with your customers to develop trust early on? Accelerate the conversation amongst customers, prospects, their peer groups 90%+ of purchased decisions are based on choice: “Select, Compare, Decide model” let customers talk about it. Become a market leader Market leadership is determined by your community Make your customers to advocates, your channels to your alliances and your suppliers to partners * Jupiter Research

Growing market share through your community

87%(*) of purchase decisions are based on recommendations

Wouldn’t it be nice to get your prospects connected with your customers to develop trust early on?

Accelerate the conversation amongst customers, prospects, their peer groups

90%+ of purchased decisions are based on choice: “Select, Compare, Decide model” let customers talk about it.

Become a market leader

Market leadership is determined by your community

Make your customers to advocates, your channels to your alliances and your suppliers to partners

How can it help YOU – TODAY? Yahoo alone has several thousand groups organized around brands such as 3Com, Cisco, Mitel, Nortel, Polycom, Siemens… “ Hi, We have an urgent requirement for Telecom Analyst. Location: Waukegan, IL. Duration: …” “ We plan to moving to an all VoIP infrastructure, 800 stations, any inputs…” Here is what you can do:

Yahoo alone has several thousand groups organized around brands such as 3Com, Cisco, Mitel, Nortel, Polycom, Siemens…

“ Hi, We have an urgent requirement for Telecom Analyst. Location: Waukegan, IL. Duration: …”

“ We plan to moving to an all VoIP infrastructure, 800 stations, any inputs…”

Here is what you can do:

Build your own community Provide a space for your customers to communicate not only with you but amongst each other Bring prospects into that community Have your business partner help boost the community Bring your product and service teams into the community Provide Forums and Q+A functionality for your community Make this community your social business network Collaborate and share opportunities with selected members of your network Strengthen the relationship with all constituencies of your ecosystem

Provide a space for your customers to communicate not only with you but amongst each other

Bring prospects into that community

Have your business partner help boost the community

Bring your product and service teams into the community

Provide Forums and Q+A functionality for your community

Make this community your social business network

Collaborate and share opportunities with selected members of your network

Strengthen the relationship with all constituencies of your ecosystem

Social media in business – a few cases Social media initiatives in retail Social media initiatives for VARs Social media initiatives for consultants Social media for government business

Social media initiatives in retail

Social media initiatives for VARs

Social media initiatives for consultants

Social media for government business

The core philosophy This is NOT your fathers business networking method: Networking to get a new contact through one connection you have to get to a new prospect. What a slow and painful process, no leverage, vague success. This is all about highly effective LEVERAGE Your business ecosystem of customers, prospects and partners together are far more powerful than any individual relation to an individual person. Make your customers talk to prospects Make your partners missionaries of your vision Let your alliances speak for you Let your suppliers help you

This is NOT your fathers business networking method: Networking to get a new contact through one connection you have to get to a new prospect. What a slow and painful process, no leverage, vague success.

This is all about highly effective LEVERAGE

Your business ecosystem of customers, prospects and partners together are far more powerful than any individual relation to an individual person.

Make your customers talk to prospects

Make your partners missionaries of your vision

Let your alliances speak for you

Let your suppliers help you

The Socially Engaged Channel The day you thought you can get rid of all your dealers – you realized they are more important than ever… unknown author ~1800 A.D.

Renew the leverage Microsoft has 780,000 partners  10 Million sales people = the largest sales force in the world Cisco has 100,000 partners  More networking engineers than all competitors together Symantec has become the 4 th largest software manufacturer with 65$ products through a channel only strategy – Over 100,000 resellers + every available retailer Dell has launched a community system making over 1 Million customers to their advocates. But Dell remains to be the ONLY PC manufacturer selling exclusively direct The rest fights with friction and channel conflicts that cost profits and market share.

Microsoft has 780,000 partners  10 Million sales people = the largest sales force in the world

Cisco has 100,000 partners  More networking engineers than all competitors together

Symantec has become the 4 th largest software manufacturer with 65$ products through a channel only strategy – Over 100,000 resellers + every available retailer

Dell has launched a community system making over 1 Million customers to their advocates. But Dell remains to be the ONLY PC manufacturer selling exclusively direct

The rest fights with friction and channel conflicts that cost profits and market share.

The socially networked channel Empower your partners to engage with your ecosystem. Leverage your partners to fuel the conversation, the experience, the recommendations No partner can provide ALL services – therefore help build peer-to-peer networks When you believe in the power of word of mouth – provide the words but consider your partners be the mouth. Facebook took only 5 years to win 60 Million customers – yes it’s free but it was ONLY word of mouth. Empower your partners to build their own integrated customer communities or somebody else will take those customers

Empower your partners to engage with your ecosystem.

Leverage your partners to fuel the conversation, the experience, the recommendations

No partner can provide ALL services – therefore help build peer-to-peer networks

When you believe in the power of word of mouth – provide the words but consider your partners be the mouth. Facebook took only 5 years to win 60 Million customers – yes it’s free but it was ONLY word of mouth.

Empower your partners to build their own integrated customer communities or somebody else will take those customers

A network of equal nodes Partners Producer Channel Partner Partners . . . . . Customers Other Vendors True Peers to Peer Networking

Facilitate the conversation Customer Customer Partner Customer Customer Partner Partner Partner Partner Partner Alliance Alliance

A recent IDC report stated: “As firms mature in their approach to managing ecosystems, network thinking is becoming more prevalent and alliance executives will need a revised toolkit to deliver the results expected by their respective organizations.“

A recent IDC report stated: “As firms mature in their approach to managing ecosystems, network thinking is becoming more prevalent and alliance executives will need a revised toolkit to deliver the results expected by their respective organizations.“

Summary Vendors and Channels need to collaborate to create a networked environment for their respective customers Today’s purchase decisions are made within socially interwoven networks of peers, experts, colleagues and industry influencer – be there or loose it Social media is no longer a trendy gimmick for freaks – but a way for businesses to harness market relationships and create an enormous competitive advantage And like always – average Joe’s shop will get it two years later when he realizes that most customers are connected elsewhere.

Vendors and Channels need to collaborate to create a networked environment for their respective customers

Today’s purchase decisions are made within socially interwoven networks of peers, experts, colleagues and industry influencer – be there or loose it

Social media is no longer a trendy gimmick for freaks – but a way for businesses to harness market relationships and create an enormous competitive advantage

And like always – average Joe’s shop will get it two years later when he realizes that most customers are connected elsewhere.

Thank You © 2007, 2008 Xeequa Corp. All rights reserved. Xeequa™, Xeelets™ and the Xeequa logo are either trademarks or registered trademarks of Xeequa Corp. All other company names and product names may be trademarks or registered trademarks of their respective companies or owners. All materials contained herein are the property of each respective company identified on such materials, and may only be used, copied or distributed with the express written permission of each respective company. Xeequa Corp. | 228 Hamilton Ave. | Palo Alto, CA 94301 | (650) 384-0057 | [email_address] | www.xeequa.com (650) 384-0057 [email_address]

About Xeequa is an online social business software provider. The company’s “Social Business Suite” helps corporations strategically develop a more trustful and loyal business ecosystem including their customers, prospects, alliances, channels and suppliers for a better business experience resulting in incremental market share. Xeequa’s Social Business Suite is designed especially for corporations or industry associations and includes social networking, alliance networking, forums, blogs, event tracking and online collaboration such as opportunity or project collaboration. The solution supports corporate organization structures and provides an extended level of privacy rules created for corporate use. The advertising free “software as a service” is subscription based and scales from small businesses to global enterprises. More info on www.xeequa.com or 1-888-xeequa1

Xeequa is an online social business software provider. The company’s “Social Business Suite” helps corporations strategically develop a more trustful and loyal business ecosystem including their customers, prospects, alliances, channels and suppliers for a better business experience resulting in incremental market share.

Xeequa’s Social Business Suite is designed especially for corporations or industry associations and includes social networking, alliance networking, forums, blogs, event tracking and online collaboration such as opportunity or project collaboration. The solution supports corporate organization structures and provides an extended level of privacy rules created for corporate use.

The advertising free “software as a service” is subscription based and scales from small businesses to global enterprises. More info on www.xeequa.com or 1-888-xeequa1