Channels Optimization Partners - Details of Services Available

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HELPING YOU TO ACTUALLY DRIVE DEMAND THROUGH CHANNELS …

HELPING YOU TO ACTUALLY DRIVE DEMAND THROUGH CHANNELS

Providing roll your sleeves up Channels & Services Solutions for Networking and Technology Organizations is what we do. We have global experience specializing in lifecycle, Managed, hosted and consulting services to through and with channels

Many organizations struggle with how to drive channels solutions. How to build channels programs or drive their existing channels to actually sell something, We can provide solutions to help drive services to, through and with channels. Including:


Channel Strategy Evaluation
New Channel Model Development
Go to Market and Competitive Analysis
Channel Program Development
Accreditation & Certification
Service Product Development
Current Offer Review and Update
Service Ideation & New Offer Launch
Channel Marketing and Communications
Business Development & Sales Leadership
Sales Enablement and Evolution
Channel Enablement & Management ​

More in: Technology , Business
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  • 1. Confidential 1Confidential 1 Channels Evolution
  • 2. 22 What we do • Build and Deploy Channel Programs to drive solutions through channels − Focused on Telecom and Networking − Specialized Lifecycle, Managed, Cloud, Hosted Solutions − Highly Specialized in helping organizations enter the channel or created new revenues through channels − Can Provide the channel Program, Marketing and Channel Sales Skills needed − Specialized in high value solutions selling through partners • Practice Areas − Channel Program Development − Channel Sales Leadership − Channel Product Development − Channel Product Management
  • 3. 33 Practice Focus Areas • Channel Program Development / Evolution − Build New or Optimize existing Channel program − Focused on organizations diving into channels or those not seeing traction with existing program − Program Ideation, Strategy through Development & Launch • Channel Sales Leadership − Partner enablement − Quickly qualify existing or identify new channel Partners − Channel Sales Leadership & Training − Sales Team optimization / refresh • Channel Product Development − Current Services Offer Review and Update − New Services Offer Development & Launch • Channel Product Management • Product Management • Pricing, Delivery Management etc.
  • 4. 44 Global Experience • 100% Channel Focus − Experience In EMEA, CALA, Americas & Asia − 18+ Years Services Sales, Channels, Marketing And Product Management • Successful Services Product Development & New Go To Market Models − Lifecycle, Managed, Hosted, Deployment, Support, Professional & Advanced Services − Channels, Resale, Distribution, OEM And Direct • Documented Long Term Sales Success − High Commodity Sales (Packaged Services) And Custom Services − Cloud, Managed Solutions − Channels − Sales Team Evolution – Commodity To Solutions Team Development • P&L Management From $3m To $650m − Revenue Growth, Cost Containment & Restructuring
  • 5. 55 Methodology • Industry Tested Model to Determine channel success and rapidly deploy channel strategy, program and sales • Build • Channel Strategy – What do you want the channel to do for you – is that realistic, achievable ? • Evaluate • Internal and External Forces such as your market position, value, competitors etc. • Determine • Channel Cost – How do you maximize sales through channels with a minimal amount of people, resources and investment ? • Develop • What do you need to do to get the channel working for you ? What should they do ? • Drive • Partner Enablement – You have them signed now what – How do you maximize the demand the channel • Determine why existing partners who are signed are not producing – Why and how to fix it
  • 6. 66 Capabilities Channel Support & Development • Channel Model Evaluation and Recommendations • Build and Manage Channel program (Products, Services) • Define Go To Market Model balance (Channels, Direct, OEM) • Partner Enablement - Services Resale, Services Co- Delivery, Packaged & Custom Services • Channel Sales Leadership • On-Going Channels Management and Leadership • Partner Accreditation program, Evaluation and Skills Mapping • Find recruit, train and mange channels Business Development & Sales Leadership • Define go to Market Model (Direct, Channel, Wholesale, O EM) • Define Value Proposition • Commodity vs. customized mix • Qualify, Developing Custom Solutions and Deal Close Support • Sales Support Model Review and Development
  • 7. 77 Capabilities Portfolio Ideation Activities • Situation Analysis • Competitive and Market Analysis • Portfolio Vision, Current & Future offer state, and Map • Define What offers Could be delivered today • Define Go to Market Model (Channel, Wholesale,OEM,Direct,TPM) • Build Project Plan, Offer Roadmap, Development and Deployment Plan • NPI Model, Timeline and Mapping Current Offer Review & Update Activities • Review Portfolio model - What is it today, what does it need to be • Review Service Description, SOW, Pricing • Review Branding and Collateral • Review Service Description, SOW, Deliverabili ty, Pricing models - Update as Required
  • 8. 88 Capabilities Sales Enablement & Evolution • Evaluate Sales Team to Review Consultative Sales Approach • Define mix of capabilities to sell Non-Tangible solutions over pure product sales • Development Of Solution Selling Methodology • Define Strategy To Transform Sales Into Consultative, Lifecycle & TCO Approach • New Hire - Sales Profile Mapping to required Skill Sets • Develop Sales Support and Training Models • Sales Support - Handholding and best practices Product Management • Collateral Review and Update • Customer Success Communication • PR • Customer Satisfaction Management • Renewals Management • On-Going Sales Support and Training
  • 9. 99 Capabilities Offer Development Activities • Customer Need analysis • Internal Analysis Sales, Leadership, Delivery • Competitive Analysis • Market Analysis • Delivery Methodology • Profitability • Contracts/SOW • Pricing Model Development • Launch Plan Defined, Timeline and Activities Offer Launch Activities • Collateral Requirements Defined • Brochure • Competitive Positioning • Customer Testimonials, Presentations • SOW and Service Descriptions Creation • Delivery Methodology documentation • Pricing Tools • Sales Tools • Contracts Completion • Web Content • PR Activities (PRNewswire, Press Kit Development)
  • 10. 1010 Engagement Example • Unified Communication organization − Selling exclusively through carriers wanted to deploy new channel program to identify enterprise customers for UC SIP Trunk offer − Target Cisco, Avaya– To add UC SIP to Managed or Hosted Stack • My Role − Assist in the development of new resale channel for UC white label solutions − Evaluation of Channel Program, Positioning, offers, pricing, value proposition − Identify Partner Targets – Help Drive new sales − Evaluate Sales Team – Conduct Training Make Personnel Recommendations − Rapid Deployment of New channel program − Deploy tested model to evaluate channel opportunity and model to determine viability and opportunity for channel − Rapid knowledge gathering 2-3 weeks − Fast identification of prospective partners, re- qualify existing partners • My Value − Ability to quickly evaluate channel opportunity and program − Ability to balance program marketing, product and channel development and sales leadership given immediacy of opportunity and growth requirements
  • 11. 1111 Engagement Example • Phase 1 - Program Review and Competitive Assessment − Assist with review of proposed channel model and program − Competitive Analysis of other offers and programs − Identify core target reseller profile • Phase 2 - Find and Contract with New Partners − Develop and contract with key reseller targets • Phase 3 - Drive Deals to, through and with New Partners − Drive UC Sales through key reseller targets • Phase 4 - Channel Sales and Program Management − Refine, Review program as required