Background Service Lines: Partner discovery,qurus specializes in a range of channel partner survey and Partner readinesscommunication and management services. recruitment. and trainingqurus discovers, enrolls, trains, communicates with,and incentivizes our clients’ partners. Our services Channel and partner CHANNEL Demand generationdeliver a return on investment by maximizing the data analysis and and channelvalue of our clients’ channel marketing programs. insight. incentive programsqurus has a proven track record of making execution acompetitive advantage. Via a “programmatic delivery Qurus Microsoft” our services represent quality and value for money. CHIP support service.qurus. For when you are serious about partneringwith your partners. Selected Clients: www.qurus.com
BackgroundStarted in 2000, qurus Headquarters are in Leiden(The Netherlands).We have offices inNairobi (Kenya) and Dubai (UAE).We are active throughout Europe, Africa, and theMiddle East. Contact: qurus | europe : Lucy Kennedy (+31 610 845 666) qurus | africa : Dixon Karani (+ 254 724 234331) qurus | middle east : Lucy Kennedy (+31 610 845 666) 3
Partner discovery, Partner readiness survey and and training Service lines recruitment. Channel and partner Demand generation data analysis and and channel insight. incentive programs Qurus MicrosoftPartner discovery, survey and recruitment: CHIP support service.Efficiently expand your partner base by discoveringnew potential partners, categorizing and recruiting 14 countries and 8 languages.them to your channel. qurus create and maintain partner websites with balanced mix of open andDepending on the country, market and your targets, registered partner onlyqurus will select methods and execute activities content to encouragewhich will ensure you reach the right partners and registrationgrow your business. Nairobi, Kenya. qurus sets up a mobile team who discover, train and recruit 150 new Microsoft partners. A major increase in the # of kenyan partners.
Partner discovery, Partner readiness survey and and training Service lines recruitment. Channel and partner Demand generation data analysis and and channel insight. incentive programs Qurus MicrosoftPartner readiness and training: CHIP support service.Effectively ensure your commercial and retailpartners from all across EMEA understand and arecorrectly positioned to increase their sales of your Nairobi, Kenya. qurus in storeproducts and services. RSP’s doubled the Office 201 attach rate in selected Safaricom storesqurus has executed in store Office 2010demonstrations in Kenya, touched a large partneraudience in Israel via a Hebrew content website,and given face to face RSP sales skills trainings inRussian. HP MEMA. qurus sales skills T r a i n i n g e x c e e d e d my training for HP in store RSP’s e x p e c t a t i o n s . I t i s a shown to significantly increase g r e a t t r a i n i n g b u t i t AUP and revenues i s n o t a b o u t t a k i n g t h e t r a i n i n g i t i s a b o u t a c t i o n s a f t e r i t . Go n z a l o S a i z . HP P S G Sp a i n .
Partner discovery, Partner readiness survey and and training Service lines recruitment. Channel and partner Demand generation data analysis and and channel insight. incentive programs Qurus MicrosoftDemand generation and channel incentive CHIP support service.programs:Drive (PULL) more customers to your partners andincentivize (PUSH) your channel to sell more of yourproducts.Blending PUSH and PULL elements, taking a multinational approach, tracking progress at each stageand drawing from our in house ‘ToolKit’ meanqurus clients get professional, smoothly runchannel marketing programs which pay forthemselves. For example Microsoft MEA Sales Promotions. qurus centrally managed campaign support desk, sales validation and gift fulfillment. In one quarter Gold Coin Gulf Promotion saw a total revenue of $ 3.7M with a contribution margin of 98%.
Partner discovery, Partner readiness survey and and training Service lines recruitment. Channel and partner Demand generation data analysis and and channel insight. incentive programs Qurus MicrosoftQurus CHIP (Microsoft CHannel Incentives CHIP supportProgram) support service: service.qurus will ensure that Microsoft Partners makemaximum use of these cooperative marketing fundswith minimum effort.qurus will take care of activity preapproval, claimsubmission and make sure none of your claims getrejected. Si n c e 2008, Q u r u s h a s p r o c e s s e d a l l o f M u s t e k ’s C H I P c l a i ms s u c c e s s f u l l y , a c h i e v i n g a 100% r e f u n d r a t e . Qu r u s h a s a l wa y s p r o j e c t e d a p r o f e s s i o n a l a p p r o a c h , u t i l i s i n g e f f i c i e n t me t h o d o l o g y , a n d a l wa y s c o mp l e t e s p r o j e c t s i n a t i me l y f a s h i o n . I wo u l d h a v e n o r e s e r v a t i o n s i n r e c o mme n d i n g Q u r u s f o r a n y s e r v i c e s o f t h i s n a t u r e , a s o u r
Partner discovery, Partner readiness survey and and training Service lines recruitment. Channel and partner Demand generation data analysis and and channel insight. incentive programs Qurus MicrosoftChannel and partner data analysis and insight: CHIP support service. MEA OEM Channel Marketing DashboardWant to measure and track the health of yourchannel , the effectiveness of your partners or a 1.600 # of Newsletter Subscribers 120% H2 FY09 % Co-op Funds Claimed by Partners 1.400particular campaign? 1.200 1.000 100% 80% 800 60% 600 40% 400 200 20% - 0% Nov-08 Sep-08 Feb-09 May-09 Oct-08 Aug-08 Jul-08 Dec-08 Jun-09 Mar-09 Apr-09 Jan-09Waiting too see the sales role in is only half the Nov-08 Sep-08 Feb-09 May-09 Oct-08 Aug-08 Jul-08 Jun-09 Dec-08 Mar-09 Apr-09 Jan-09 Jul-08 Aug-08 Sep-08 Oct-08 Nov-08 Dec-08 Jan-09 Feb-09 Mar-09 Apr-09 May-09 Jun-09 Jul-08 Aug-08 Sep-08 Oct-08 Nov-08 Dec-08 Jan-09 Feb-09 Mar-09 Apr-09 May-09 Jun-09 MEA - - - 173 1.510 977 1.360 - 289 - - - MEA 0% 0% 0% 0% 0% 0% 18% 84% 84% 0% 0% 0% Egypt - - - - - - - - - - - - Egypt 0% 0% 0% 0% 0% 0% 44% 100% 100% 0% 0% 0%story and takes too long . Gulf Israel Saudi Arabia South Africa - - - - - - - - - - - - - - - 183 977 - - 182 977 - - - 1.360 - - 196 - - - 254 - - - 289 - - - - - - - - - - - - Gulf Israel Saudi Arabia South Africa 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 35% 0% 0% 46% 97% 0% 23% 100% 97% 0% 23% 100% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0%qurus works with our clients to, select a range of MEA. By tracking all aspects of “Channel Health”,KPI’s that go beyond $$$$, we then collect the data for example # partners registered, trainings taken,and present it in practical, visually informative website clicks etc. qurus guided Microsoft ondashboards together with our analysis and where and how to invest, it became possible to seeconclusions. which campaigns would be successful ahead of the sales data
Ensuring a ‘Delivery Experience” Quality with impact > Defined process with tools and templates in place for rolling-out Projects, programs and campaigns, using a structured approach, in a controlled manner, with deliverables and built-in decision moments. Intake Decision Purchase 3. Initiation Project Brief (Step 1) (Step 2) Order Intake Statement Functional Brief of Work 4. Specification Design Predefined Predefined 5. Production Deliverable DeliverableProject Methodologies Aligned with OARPAligned with PRINCE2 Evaluation 6. Close
In house ‘ToolBox’.• Interim partner account managers to discover, survey, recruit, train and merchandize partners.• Content localization and translation for multi national communication• Phone / email partner support desks• Content creation ,printing and shipment• Online incentive engines• Range of retail sales skills training programs for sales and marketing managers , their organizations and RSP’s• Growing pool of experienced trainers able to deliver trainings in more than 10 local languages• Dashboards and other reporting tools• Integration of social media elements• Body shopping assignments
Success : HP Sales Skills EMEA Courseware & Certificates Evaluation DashboardObjectiveTo improve the overall quality of sales skills of HP fundedRetail sales staff when selling HP computers with Microsoftsoftware. Drive a step change in customer experience,channel readiness and ultimately increased sales of HP PCs. Participant InteractionSolution ResultsGive HP funded retail sales staff from countries all across This program has been active since June 2010 and has now beenEMEA two days of high impact, small group, and highly extended to all corners of EMEA.interactive sales skills training. • Scale: To date qurus has coordinated and trained 314Knowledge: Pre and post knowledge checks at the start participants to Expert level in 21 countries in 10 languagesand end of each day take a snap shot of base and final with an average of 76 % post knowledge.knowledge levels. Target is 80% post expert knowledge. • 99% of participants agreed or strongly agreed that theHigh Impact. Highly Interactive and Customized: training was worth their time and that they felt the presenter effectively delivered the subject matter of the event.• Training content fits with HP PC line up. • Inside into sales staff performance: HP is now able to link• Training given in local language. knowledge with sales performance.• Small groups, no PowerPoint presentation, numerous relevant role plays ensure participants experience and practice, rather than learn the desired sales behaviors.
Success: Retail Sales Manager Skill DevelopmentObjectiveHewlett-Packard’s Personal Systems Group needed to drivea step change in the performance of their retail salesorganization by bringing the PC “To Life” for consumersthroughout EMEA. With Qurus already training theircustomer facing RSP’s on Sales Skills the question came, doour Trade Marketing Managers have the sales, negotiationand leadership skills required to drive the needed change?Answer NO.SolutionBring 30 key HP Trade Marketing Managers (TMM) fromcountries all across EMEA and give them 3 days of high Resultsimpact, small group and highly interactive training coveringsales skills, negotiation and leadership : Feb 2011, 3 Qurus expert trainers gave 30 TMM 3 days of training in Cannes, France.Knowledge: Pre and post knowledge checks at the start andend of the training take a snap shot of base and final • Knowledge Increase across the whole group increased fromknowledge levels. Target 80% post knowledge. 69% to 84%. • 100% of participants agreed or strongly agreed that the trainingHigh Impact. Highly Interactive: Small groups, no was worth their time, would make them more successful inPowerPoint presentation, numerous relevant role plays their role and that they would recommend it to other TMM’s.mean participants experience and practice rather than learn • Hewlett-Packard satisfaction. Qurus has been asked to give thisthe desired sales, negotiation and leadership behaviours. training to the remaining TMM’s in EMEA. T r a i n i n g e x c e e d e d my I n t e r a c t i o n wi t h e x p e c t a t i o n s . I t i s a g r o u p me mb e r s w a s g r e a t t r a i n i n g b u t i t e x c e l l e n t , t h a n k y o u . i s n o t a b o u t t a k i n g t h e H u s s a m A l t a l . T MM H P t r a i n i n g i t i s a b o u t PSG Sa u d i Ar a b i a . a c t i o n s a f t e r i t .
Success: HP Product Training in MEMAObjectiveDrive a step change in customer experience, HP retailpartner readiness and ultimately increased sales of highvalue PC’s and accessories by training HP and non HP retailssales staff on HP PSG (Personal Systems Group) productsand “How to Sell HP Products”.SolutionGive Sales Staff a high impact and interactive producttraining that shifts their focus away from productspecifications onto the customer benefits that the productsprovide. ResultsDesign – a new interactive presentation deck was created by Impact: average 21% knowledge increase on how to translatequrus to support the new training style and objectives. product features into customer benefits.Knowledge – Pre and post knowledge checks at the start Satisfaction 100% of the participants would recommend thisand end of the training take a snap shot of base and final training to their peers.knowledge levels. Target is 80% post knowledge. Implementation: 350 store sales staff in 9 countries have beenImplementation- Refresh and Deliver cycle set up to match trained. HP will repeat this 4 times a year.the 4 product launch dates of HP through out the year “t h i s w i l l r e a l l y h e l p i n i m p r o“t ih n g i v e m y es r a al ce t s i ”v e n t s e s s i o n s g a v e u s b e t t e r u n d e r s t a n d i n g o f
Success : Microsoft Kenya BPAM Project Qurus ‘Feet on the Street’ breadth- PAM team Training KitObjectivesIdentify and profile unmanaged resellers in Nairobi. Selectmost promising resellers , brand their outlets and bringthen into the Microsoft channel.Train managed and unmanaged resellers on Microsoft OEMproducts, the local channel and licensing. Land key local,regional and global campaigns. Field Reports Solution Results A dedicated and specially recruited team of Qurus BPAMS 150 “new” unmanaged resellers discovered, surveyed, and walked the streets to: trained on Microsoft products, sales knowledge and the benefits • Find the resellers and gain their trust of buying from the channel. • Gather vital MI data Dashboard tool : detailed info on all resellers created to aid • Give resellers the basic product and sales training they need management decisions around future engagements with the unmanaged reseller space. • Enroll and guide resellers through key campaigns • Show resellers the benefits of buying from the channel
Success : Microsoft Kenya Software Activations Objectives To promote Windows 7 & Office 2010 awareness & sales for Microsoft ESA in Nairobi. Windows 7 sales activation at the Sarit Solution Centre Mall in Nairobi, Dec Deploy specially recruited and trained team of sales promoters 2010. to major shopping malls and inside stores of selected official resellers to do awareness and sales activations. Gather vital MI: Sellout data and Customer FAQs Demo product features: let customers experience the product Sell Windows 7 & Office 2010: Close the deal on the spot MS Office 2010 in-store sales activation inside a Results Safaricom Shop in 37% Office 2010 attach (double the norm) achieved during Nairobi, March 2011. month long campaign in key Safaricom retail outlets in Nairobi. Product awareness of Windows 7 and Office 2010 with the public increased with sales activations in four major shopping malls in Nairobi (Westgate/Sarit/The Junction & Nakumatt Mega.
Success: Microsoft Gulf Channel IncentivesObjectiveMicrosoft Gulf wants to improve engagement with theirunmanaged registered partners and drive sales of Microsoftproducts such as Microsoft Windows Server OS, Windows 7and Microsoft Office products.SolutionMicrosoft Gulf has set up a channel incentive programwhere partners are able to earn “gold coins”, by orderingselected Microsoft products. At the end of the campaignperiod, partners will receive a prepaid credit card with their Resultsearned “gold coins” in USD which they can spend at all VISA Qurus a trusted partner for Microsoft Gulf, supporting thesepoints. channel incentives every quarter since July 2009.Deliverables Scale: Per quarter 300 credit cards with a total credit card value• qurus manages the logistic and financial flows with of $30,000 are delivered to 150 partners across the 5 relation to credit card fulfilment. participating countries in the Gulf region.• qurus is the single point of contact and coordinate the Microsoft revenue : In May, June, July 2011 the Gold Coin Gulf involved shipment, credit card, printing and fulfilment Promotion saw a total revenue of $ 3.7M with a contribution companies. margin of 98%.• qurus ensures smooth fulfilment and card delivery on time, and without major escalations.
Success: Increase of Microsoft Office salesObjectiveThe overall goal for this campaign was to stimulateMicrosoft MEA partners in 26 countries and increase theirsales of Microsoft Office Products. By offering marketingservices, Qurus contributed to the positive result of thispromotion.SolutionAfter purchasing 5 eligible licenses, partners could claim a250 USD gift voucher by sending in a web claim form via thepromotion website.Qurus received, validated and managed fulfilment of allclaims and took care of the following activities:1. Delivery of complete weekly and monthly reports incl. promotion dashboard2. Delivery of complete and consolidated payment file Results3. Delivery of complete and signed SOW contract files In total 2769 claims were received of which 1793 claims were4. Validate all received claims per run within the agreed approved. timeframe and communicate the status to the partners5. Take care of escalation responses from partners. Partner escalations were swiftly and professionally handled by Qurus such that even though many claims had to be rejected partners were always kept informed of the reason for rejection and how to reapply if appropriate.
Success: Increase of Microsoft Server salesObjectiveThe overall goal for this campaign was to stimulate partnersand increase their sales of the Microsoft Server OS in 4countries/regions: Gulf (Oman, Bahrain, Qatar, Kuwait andUAE), Turkey, Israel and South Africa. By offering marketingservices, Qurus contributed to the positive result of thispromotion.SolutionAfter purchasing 2 eligible licenses, partners could send in aweb claim form for a 200 USD gift voucher via the Resultspromotion website. In total 764 claims were received, validated and fulfilled in theQurus received, validated and managed fulfilment of all agreed timeframe.claims and took care of the following activities: No partner CPE issues : escalations were swiftly and professionally1. Delivery of complete weekly and monthly reports incl. handled. promotion dashboard2. Delivery of complete and consolidated payment file3. Delivery of complete and signed SOW contract files4. Validate all received claims per run within the agreed timeframe and communicate the status to the partners.5. Take care of escalation responses from partners.
Success : Vista & Office 2007 ReadinessObjectiveTo ensure the channel was well informed,trained, and supported operationally for asuccessful launch of Vista and Office 2007.Solution• Joint Communication Strategy –weekly email with all key updates,progress reports, and up to datereporting (e.g., Distis pre-orders).• Management Dashboards –measured performance withdetailed reporting to allowmanagement to steer issues in thechannel (sales figures, SKUs mix)• Marketing Support Desk -address any question relating tooperations, businessmanagement,and content for a Resultsdiverse group of people, extendingacross the whole of EMEA High Degree of Preparedness in Channel – 38,000 partners trained. Specific to Office 2007, we managed 1,250 unique pieces of content, handled 2,500 email requests from• Content Site – organized all the field, over 2,800 technical questions answered, and more than 3,100 people helped.marketing and campaign relatedmaterials for OEM, IW, and Clientchannels show-casing Groove.
Success: Get Your Partners “Office Ready”Objective “H 2 h a s s e e n t h eEnsure a successfull rollout of the Microsoft Office Ready PC program by supporting the s u c c e s s f u l l a u n c hOEM and IW channels in MEA (Middle East Africa). The focus was on helping the o f t h e Of f i c e Re a d ychannels’ Distributors and Resellers to understand a new sales and distribution model. PC p r o g r a m i n t h e ME A r e g i o n . T h i s h a sSolution b e e n e x t e n s i v e l y• Customised Action Plans - matrix of key tasks , s u p p o r t e d b y MS X /activities cross ref with actions, owners, roles, M a r k e t P o i n t (o u rtiming, ma r k e t i n g p r o g r a m v e n d o r ) a n d o v e r a l l• Briefing Sessions – conducted webcasts for Customised Campaign Action Plans t h e ORP C l a u n c h h a sinternal readiness , explaining ORPC Strategy, b e e n a g r e a t e x a mp l eand operational issues (OPK & MLK distribution) o f v -t e a m i n g w i t h i n• Data Scrubbing & Call Downs – srubbing s u b s i d i a r y I W a n dcontact data and contacting Partners to explain O E M g r o u p s .” - A l e xsales model. Di a c r eResults• MEA was accelerated hitting its performancetargets - overcoming an initial gap in channelawareness and readiness activities• Distributors were overall well informed aboutthe new sales model• Field and Channel Awareness was high relativeto other campaigns
Success: 100% utilization of Microsoft Coop fundObjectiveMustek’s goal is to utilize 100% of their accrued MicrosoftCoop funds each half year. No more non-compliantmarketing activities or claims missing proof of execution(POE).What with lack of focus and knowledge of Coop rules andguidelines Mustek had never managed to achieve this alone.SolutionBy outsourcing their Coop funding management, preapproval and claim handling process to Qurus experts,Mustek guarantees 100% funding utilization:Funding Management: Every half year qurus ensures that allfunds are claimed in time. We make sure no deadlines aremissed and take into account the constant changingregulations. ResultPre-approval process: qurus takes care of ensuring that all 100% Utilization: Since 2009 100% of Mustek’s Coop funds, overMustek activities meet the Coop program requirements . By 800,000 USD annually have been utilized.informing Mustek of these requirements Mustek are moreefficient in designing their marketing plans and activities. No more holes in their marketing budgets!Claim Handling: qurus ensures that Mustek know what POEmaterials are required for each activity, we make sure nodeadlines are missed and take care of POE collection andclaim submission via the online tool. All claims are followedup till approval and payment are confirmed.
Success : Microsoft OPC Lite ConceptObjectiveTo offer the most important information and knowledge tothe breadth of the OEM channel in an easy and compellingway via an effective, efficient and localized OPC website.Solution• Interactive Localised Website – created a template site whichcould be replicated and localised, offering content to authoriseddistributors, readiness material, marketing collateral, productinfo, and Technical Support (drivers and downloads)• Content Fulfilment Process – designed a process that balancedthe needs of a centralised content and hosting at Corp (technicalupdates) with local information (Distributor contact info) whileallowing all OEM partners to have a consistent user experienceacross EMEA.• Investment Model – that pooled organization resources towork more efficiently allowing small Subs to scale with lowbudget impact, min amount of time, and maximumcommittment.ResultsExpanded the Breadth Channel – rolled out and maintained up to16 sites for smaller subs sites (MEA) and expanded mature subs(WE) in 8 languages, providing their OEM partners with a deeperconnection to Microsoft (increased web site traffic)
Success : CEE Channel DevelopmentObjectiveCEE (Central Eastern Europe) represents a number of uniquechallenges for Microsoft. For instance, specific to CEE, thereis limited or no existing Microsoft organization, andinfrastructure in place with which to rollout a campaign suchas WGA (Windows Genuine Advantage). The objective ofthis by engaging with local Distributors and System Builders,and the delivery of a WGA Partner Readiness Campaign.SolutionThe pilot execution was divided in 4 stages.•Initiation: including CEE country selection anddocumentation.•WAVE 1: analyze the Microsoft execution bandwidth inthese markets to engage OEM BG, Client BG and/or Anti-Piracy persons to support the program, organizing local v-teams and training them. Results•WAVE 2: execute the WGA Readiness campaign at the levelof Local Distis and Local Named Accounts. This was done by Desired partner readiness: more than 90% of the channelperforming an inventory of willingness and readiness, was touched and 25% trained on the WGA campaign.(knowing the distributors and contacting them). Big increase in channel development: Local distributors•WAVE 3: execute the WGA Readiness campaign at the level enthusiastically engaged in WGA execution, thusof SBC in cooperation with local distributors, to enable the contributing to build the channel relationshipsmaximum level of channel reach.
qurus T h a n k Yo u ! “Your Ambition, Our Execution”NOTICE - The information contained in this presentation is Qurus B.V. Confidential. This presentation is a summary and is intended to be utilized for informational purposes only. Qurus makes no warranties, express or implied, in this summary. Nothing in this presentation modifies any of the terms and conditions of Qurus’ written and signed agreements.
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