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Delta Overview March 2010   New Brands
Delta Overview March 2010   New Brands
Delta Overview March 2010   New Brands
Delta Overview March 2010   New Brands
Delta Overview March 2010   New Brands
Delta Overview March 2010   New Brands
Delta Overview March 2010   New Brands
Delta Overview March 2010   New Brands
Delta Overview March 2010   New Brands
Delta Overview March 2010   New Brands
Delta Overview March 2010   New Brands
Delta Overview March 2010   New Brands
Delta Overview March 2010   New Brands
Delta Overview March 2010   New Brands
Delta Overview March 2010   New Brands
Delta Overview March 2010   New Brands
Delta Overview March 2010   New Brands
Delta Overview March 2010   New Brands
Delta Overview March 2010   New Brands
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Delta Overview March 2010 New Brands

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  • 1. Outsourced Services and Programs Overview presentation May 2010 12 Feb 09 - Slide 1 Delivering outsourced services that drive revenue, lower risk and reduce costs (C) Delta International RTM Ltd
  • 2. Delta Mission To support our customers growth by driving revenues, reducing the cost, risk and providing greater flexibility for the management of IT Solution Channels We provide a range of outsourced services and programs delivered by an experienced, expert team that understand both complex solutions and local market conditions globally 20 June 09 - Slide 2 Delivering outsourced services that drive revenue, lower risk and reduce costs (C) Delta International RTM Ltd
  • 3. Delta International RTM Overview • Delta has been delivering global channel marketing and sales support to IT leaders since 1995 from offices in the UK and US with a global team of directors, consultants, researchers, recruiters & associates • Delta’s service methodologies have been adopted throughout the world resulting in optimised revenue producing relationships for clients from start ups to market leaders "We have retained Delta many times over the course of the years with excellent results. They are clearly leaders in Business Development, Sales Optimisation and Partner Management." IBM Executive 20 June 09 - Slide 3 Delivering outsourced services that drive revenue, lower risk and reduce costs (C) Delta International RTM Ltd
  • 4. Services and Programs to drive results 20 June 09 - Slide 4 Delivering outsourced services that drive revenue, lower risk and reduce costs (C) Delta International RTM Ltd
  • 5. Proven results with market leaders • Delta’s clients include: 20 June 09 - Slide 5 Delivering outsourced services that drive revenue, lower risk and reduce costs (C) Delta International RTM Ltd
  • 6. IT Solutions Channels experts with global capability Austria Czech Republic China Belgium Hungary India Denmark Poland Japan Finland Rumania Korea France Russia ANZ Germany Slovakia Holland Italy Ireland Holland Norway Sweden UK Israel Egypt Brazil South Africa Canada Mexico UAE Different markets, languages and cultures USA Same Channel development issues Delta has quality solutions and experienced, multi cultural resources 20 June 09 - Slide 6 Delivering outsourced services that drive revenue, lower risk and reduce costs (C) Delta International RTM Ltd
  • 7. • Channels development is the original cornerstone of our business  Our aim is simple... to maximise your revenues by ensuring every aspect of your channels' relationships is researched, designed, enabled and executed with optimised effectiveness. • All type of Partner Channels including:  Independent Software Vendors, Resellers, OEMs, ValueNets, Ecosystems, System Integrators, Distributors, Alliance and Technology Partners. 20 June 09 - Slide 7 Delivering outsourced services that drive revenue, lower risk and reduce costs (C) Delta International RTM Ltd
  • 8. Channel Design & Implement Channel Optimise BEST PRACTICE You BPI Rating Overall process Development Support effectiveness 34% 63% Channel Strategy Framework Programs PLAN Campaign 74% 71% Planning CRM/database 55% 68% EXECUTE Sales Pipeline 52% 59% Development Prospect 41% 63% Nurturing Partner Partner Value Sales Closure Partner 53% 68% Development Plan Propositions Performance Agreements CLOSURE Market Intelligence 29% 35% Gathering Delta’s channel design and implementation methodologies Delta BPI™ - Best Practice Index - developed from and supporting work templates have been adopted practical experience working with hundreds of ISVs throughout the world 20 June 09 - Slide 8 Delivering outsourced services that drive revenue, lower risk and reduce costs (C) Delta International RTM Ltd
  • 9. Delta ValueNet™ – Structured partner ecosystem planning, enablement, execution and measurement ValueNet ™ Teams form repeatable solution offers that can be customized to specific end user requirements Business Solutions IBM HDW Others ISV applications are often at the VAR ISV ISV SP core of the solution offers for ValueNet ™ initiatives VAD SI IBM Others HDW Infrastructure Solutions VAR ISV RSI SP System Integrators and Consultants are often the ISV ValueNet ™ hub of offers for VAD Infrastructure solutions Delta International has helped IT providers build 100’s of Eight step process for building and executing ValueNet marketing and sales plans 20 June 09 - Slide 9 Delivering outsourced services that drive revenue, lower risk and reduce costs (C) Delta International RTM Ltd
  • 10. • Partner recruitment  All types VARs, ISVs, Alliance Partners • Permanent Executive Recruitment  Sales, Marketing and Channels Executives • Outsourced resources – individual or teams  Interim managers & channel sales, marketing and development teams o Our consultants contractors have worked in the IT solution channels as partner and marketing managers, channel managers, sales directors and general managers o Global and local language coverage o Full time, part time, short term or long term contracts 20 June 09 - Slide 10 Delivering outsourced services that drive revenue, lower risk and reduce costs (C) Delta International RTM Ltd
  • 11. Partner Recruitment • Identifying and engaging with Partners who will be aligned with your strategic objectives and provide the revenues you require can be a lengthy and complex task. • Delta has worked on many partner recruitment projects for IT companies of all sizes worldwide – delivering quality partners and faster time to revenues SAS UK Ramps Up Reseller Channel Initiatives with Delta International In a strategic step towards further strengthening its channel position, SAS UK, the market leader in enterprise intelligence, today announced its collaboration with Delta International, the worldwide specialist in IT solution channels 20 June 09 - Slide 11 Delivering outsourced services that drive revenue, lower risk and reduce costs (C) Delta International RTM Ltd
  • 12. Outsourced Channel Management – Flexible & Modular Solution 1/ Solution 2 Country1/ Country2 Plan/Enable/Execute Overall Channel Management ValueNet™ Management Channel Sales Management Channel Marketing Management Channel Pipeline Management With reduced cost 20 June 09 - Slide 12 Delivering outsourced services that drive revenue, lower risk and reduce costs (C) Delta International RTM Ltd
  • 13. Channel Cost and Risk Assessment Channel Strategy Partner Implementation Deployment Channel Strategy Planning Partner Planning Step 1 Channel Business Plan Partner Business Plan PLAN Market Assessment Review Partner Business Strategy Market Intelligence Partner Business Targets Channel Design Partner Business Plan / ROI Business Targets Partner Business Plan / ROI Partner Relationship Development • By knowing your “Channel Cost and Partner Enablement Program Partner Value Proposition Effectiveness Index” you will be Channel Operations Management Internal Channel Team Build Partner Team Build able to: Step 2 Allocate Team Resources Allocate Team Resources TEAM Team Roles & Responsibilities Team Roles & Responsibilities BUILD Team Objectives & Incentives Team Objectives & Incentives Team Skills Development Plan Channel Program Enablement Team Skills Development Plan Partner Enablement  Gain insight into how well your IT Step 3 Internal Team Enablement Program Partner Enablement Program solution channels are really performing ENABLE Team Development Status Partner Enablement Status Communications Sales Enablement Implement Channel Support Program Marketing Enablement  Identify and prioritise where costs and Develop Partner Agreements Technical Enablement Co-Marketing Program investments should be focused in house Step 4 Channel Program Execution Partner Recruitment Partner Execution Campaign Business Plan or outsourced to deliver greatest EXECUTE Target Partner Database Build Target Partner Shortlisting Campaign Targets/Metrics Marketing Plan performance improvement Appointment Setting Customer Value Proposition Partner Recruitment Campaign Collateral Recruitment Campaign Review (KPIs) Marketing Database Build Improvement Plan Sales Pipeline Development Sales Nurturing Program Sales Execution Marketing Campaign Review Sales & ROI Review Customer Delivery Channel Program Review Partner Review Channel Business Plan Reviews Partner Business Plan Reviews Step 5 Target (KPI) Tracking Target (KPI) Tracking REVIEW Partner Reviews Channel Program Review Channel Development Partner Development Recommendations Recommendations Typical Cost Assessment Headings 20 June 09 - Slide 13 Delivering outsourced services that drive revenue, lower risk and reduce costs (C) Delta International RTM Ltd
  • 14. Services and Programs to drive results Channels™ Flexible global sales coverage Outsource™ Efficient Channel Management 20 June 09 - Slide 14 Delivering outsourced services that drive revenue, lower risk and reduce costs (C) Delta International RTM Ltd
  • 15. Group Companies 20 June 09 - Slide 15 Delivering outsourced services that drive revenue, lower risk and reduce costs (C) Delta International RTM Ltd
  • 16. Summary • Structured services that are tried and tested throughout the world • Greater revenue and flexibility, lower risk and costs • Stable and profitable firm since 1995 • Quality client base with excellent reputation and references • 100’s of man years of channel management experience available globally • Proven Channel Best Practice processes and tools that have generated 10’s of millions of dollars of customer “delta” revenue 20 June 09 - Slide 16 Delivering outsourced services that drive revenue, lower risk and reduce costs (C) Delta International RTM Ltd
  • 17. Back Up 12 Feb 09 - Slide 17 Delivering outsourced services that drive revenue, lower risk and reduce costs (C) Delta International RTM Ltd
  • 18. Delta Service Matrix Channel Processes PLAN RECRUIT ENABLE EXECUTE & MEASURE Channel as a Service OUTSOURCING •DeltaBase™ •SalesFlow™ •DeltaInsights™ •DeltaAssessor™ CONSULTING •DeltaDesign™ •DeltaPlan™ •DeltaPartner™ •DeltaSkills™ •DeltaPeople™ RESOURCING 20 June 09 - Slide 18 Delivering outsourced services that drive revenue, lower risk and reduce costs (C) Delta International RTM Ltd
  • 19. Recent Projects 20 June 09 - Slide 19 Delivering outsourced services that drive revenue, lower risk and reduce costs (C) Delta International RTM Ltd

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