Indirect Plan


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Indirect Plan

  1. 1. Accelerate Growth and Align Sales Execution INDIRECT SALES PLAN Bob Fucci InnoCentive December 12, 2008
  2. 2. Mission Statement <ul><ul><li>Objectives: </li></ul></ul><ul><ul><li>Contribute 30%-40% of 2009 and 2010 revenue goal </li></ul></ul><ul><ul><li>Reduce cost of sales, and improve direct sales productivity, sales revenue attainment and financial predictability. </li></ul></ul><ul><ul><li>Generate incremental revenues in regions and markets where InnoCentive does not currently have a significant footprint or penetration or sales presence. </li></ul></ul><ul><ul><li>Promote, Expand, and Monetize the InnoCentive Brand </li></ul></ul>
  3. 3. Industry Best Practices <ul><li>VAR Business - 5 Star Channel Programs produce 40% - 80% of company’s revenues </li></ul><ul><ul><li>Hyperion – 40% Channel based </li></ul></ul><ul><ul><li>Oracle – 80% Channel target </li></ul></ul><ul><ul><li>SAP – 60K SMB Clients via Channel </li></ul></ul><ul><li>48% of resellers are considering adding 3 rd party solutions to their portfolio in 2009 VAR Business 2008 </li></ul><ul><li>Top criteria for selection – VAR Business 2008 </li></ul><ul><ul><li>New, “White Space” Solutions – 81% </li></ul></ul><ul><ul><li>Quality of Client Services/Technical Support – 76% </li></ul></ul><ul><ul><li>Quality of pre/post Sales Support – 60% </li></ul></ul><ul><ul><li>Ease of doing business – 58% </li></ul></ul>
  4. 4. Partner Programs and Categories Global Strategic Partners - A partner for all InnoCentive Products and Services Regular and Consistent SMT Sponsorship. Global Strategic Partners will provides global scale , brand and revenue acceleration by assigning and measuring dedicated resources. Strategic partner agreements will includes joint sales and marketing programs to help customers optimize their investment in open innovation solutions. The key benefits for customers include, protection of existing investments, mitigated risk of adopting OI solutions, simplified sourcing by reducing the number of external suppliers, and enhanced global program coordination and execution. Current Partners – SAP, Nature Publishing Group Partner Pipeline – Cap Gemini, Booz, IBM, IDG
  5. 5. Partner Programs and Categories REFERRAL Partners – Scale, Reach, and Incremental Revenue Lift The InnoCentive REFERRAL PLUS program is ideal for individuals or companies who would like to introduce InnoCentive to potential Seekers in exchange for a referral fee. Seekers include corporations, system integrators, government entities, media and trade associations and research partners. In exchange for a qualified introduction, InnoCentive will compensate the REFERRAL PLUS partners when a contract is signed with the Seeker. Current Partners – IT Midia (Brazil, Latin America), PRTM, Innovocao (Brazil) Partner Pipeline – CPCW (China, IT), CIS Corporate (Europe, Latin America), GeoSung (Korea)
  6. 6. Partner Programs and Categories Agents & REPRESENTATIVE Partners – Pipeline Development, Forecast and Revenue Contribution InnoCentive REPRESENTATIVE PLUS is for individuals or organizations wishing to independently sell InnoCentive products and services into their local or vertical market. InnoCentive REPRESENTATIVE PLUS partners act as the primary business development and sales contact for their prospective clients. The Representative will be responsible for generating opportunities and managing on-going sales campaigns while InnoCentive provides subject matter expertise and sales support activity. The Representative will earn commissions upon its Clients utilizing InnoCentive products and services.
  7. 7. A Clear And Aligned Sales Methodology Awareness Development Qualify/Forecast
  8. 8. A Clear And Aligned Sales Methodology Propose/Forecast Negotiate/Close Post
  9. 9. Economic Assumptions Per Unit Referral Fees Paid For Registered Solvers $ 3.00 Gross Seeker Price Per Challenge $ 15,000 Gross Rich Content Revenue $ 15.00 Monthly Pavilion Fee $5,000-$10,000 Partner Challenge Revenue Share (Average) 25% IC Challenge Revenue Share (Average) 75% IC Co-Branded Pavilion Option Rev Share Negotiable IC Rich Solver Content Rev Share Negotiable
  10. 10. Global Strategic Partners - 2009 <ul><li>Revenue Estimate - $1,225,000 Based on 50 Net New Challenges Averaging $25,000 per challenge. </li></ul><ul><li>Solver Expense - $150,000 Capped at $50,000 per partner </li></ul><ul><li>Challenge Revenue Share - $300,000 - Estimated at 25% </li></ul><ul><li>Net @Work Revenue Estimate - $275,000 based on 1 net new partner wins </li></ul><ul><li>Net Revenue To InnoCentive - $1,050,000 </li></ul>Level Focus Partners Measurement Q1 Q2 Q3 Q4 Total Global, Strategic <ul><li>SAP </li></ul><ul><li>Nature </li></ul><ul><li>IBM </li></ul><ul><li>Cap Gemini </li></ul><ul><li>Booz </li></ul><ul><li>IDG </li></ul>New Challenges New Solvers New @Work 10 10,000 0 10 10,000 0 10 25,000 1 20 40,000 1 50 65,000 2
  11. 11. Referral and Resell Partners - 2009 <ul><li>Revenue Estimate - $750,000 , Based on 25 Net New Challenges Averaging $25,000 per challenge. </li></ul><ul><li>Solver Expense - $150,000 Capped at $50,000 per partner </li></ul><ul><li>Challenge Revenue Share - $187,500 – Estimated at 25% </li></ul><ul><li>Net @Work Revenue Estimate - $275,000 based on 1 net new partner wins </li></ul><ul><li>Net Revenue To InnoCentive - $688,500 </li></ul>Level Focus Partners Measurement Q1 Q2 Q3 Q4 Total Referral & Resell Companies - Includes System Integrators, Media , ISV’s, VC’s , etc. <ul><li>PRTM </li></ul><ul><li>IT Midia </li></ul><ul><li>CPCW </li></ul><ul><li>CIS Corp. </li></ul><ul><li>Innovacao </li></ul><ul><li>RSA </li></ul><ul><li>CA </li></ul>New Challenges New Solvers New @Work 5 5,000 0 5 5,000 0 5 10,000 0 10 25,000 1 25 50,000 1
  12. 12. Agent & Representative Partners - 2009 <ul><li>Revenue Estimate - $250,000 , Based on 15 Net New Challenges Averaging $25,000 per challenge. </li></ul><ul><li>Challenge Revenue Share - $50,000– Estimated at 20% </li></ul><ul><li>Net Revenue To InnoCentive - $200,000 </li></ul>Level Recruitment By Region Measurement Q1 Q2 Q3 Q4 Total Agents & REPRESENTATIVE Partners – Pipeline Development, Forecast and Revenue Contribution US 2 EMEA 1 APAC 2 Latin America 1 Economic 1 Development New Challenges New Solvers New @Work 2 0 3 0 5 0 5 0 15 0
  13. 13. Revenue Projection 2009 2010 Total Quarterly Breakdown Global, Strategic Partners Referral & Resell Partners Agents & REPRESENTATIVE Partners $1,050,000 $688,500 $200,000 $2,025,000 $1,350,000 $400,000 $3,075,000 $2,038,500 $600,000 20/20/20/40 20/20/20/40 10/20/30/40 Total $1,938,500 $3,775,000 $5,713,500
  14. 14. 2009 Revenue Uplift <ul><li>InnoCentive@Work – Co-Branded or Resell Agreements – would generate </li></ul><ul><li>significant software and services margin, including accelerating an after – </li></ul><ul><li>sale model that will drive future revenues. ISV (SAP) and SI partners are prime </li></ul><ul><li>candidates – fills white space solution requirements, and drives new margin </li></ul><ul><li>in product and services, including expert/value added services. </li></ul><ul><li>ONRAMP – Resell Agreements with Global Strategic and Referral Partners </li></ul><ul><li>selling the ONRAMP set of Open Innovation Workshops. </li></ul>
  15. 15. International Staffing Proposal <ul><li>Master Referral Agent Structure in Latin America, EMEA and APAC – Revenue impact in 2 nd half of 2009, but a master referral relationship in each region will close language and business relationship gaps. Minimal dilutive effect on margin and a better basis to drive and support seeker activity. </li></ul>
  16. 16. Cost Estimates <ul><li>SG&A - $50,000 (Based on 50% travel with 3 international trips in 2009 </li></ul><ul><li>Staffing - $100,000 1 Additional headcount in Q2 based on revenue and </li></ul><ul><li>pipeline justification. </li></ul><ul><li>Agent and Referral – $27,000 or $4,500 per month – 2 Master Referral </li></ul><ul><li>Sales Representatives (Latin America and APAC). $1,500 per month , </li></ul><ul><li>6 month contracts. Would be renewed if revenue and pipelines justify. </li></ul>
  17. 17. Partner Recruitment Strategic Partners SAP Nature** Booz * Cap Gemini* IBM* Accenture* (Qualify/Propose, Challenge Development) Regional Referral Partners MIT Sloan* PRTM ITMidia** Innovocao CPCW* CIS Corporate* (Qualify/Propose, Challenge Development) Sales Agents US 5 EMEA 3 APAC 2 Latin America 3 Economic 4 Development (Qualify, Propose, Challenge Development) * Recruiting ** Closing Align Sales Methodology – Introduce, Qualify, Propose, Challenge Development, Forecast, Close
  18. 18. Proposed Team Structure
  19. 19. InnoCentive Partner Productivity Portal <ul><li>Objective: Maximize partner productivity by delivering sales tools, product information and relevant content in one simple and convenient location. </li></ul><ul><li>The Portal’s information will be interactive, allowing channel partners to easily access the information they need independently. </li></ul><ul><li>Partner Benefits </li></ul><ul><ul><li>Partner sign-on for detailed information by discipline, by sales stage and by partner level. </li></ul></ul><ul><ul><li>Direct links to InnoCentive sales, support, sales operations, and marketing materials. </li></ul></ul><ul><ul><li>Access to the latest InnoCentive corporate announcements and updates to the partner performance. </li></ul></ul><ul><li>InnoCentive Benefits </li></ul><ul><ul><li>Integrated with lead generation and prospecting initiatives </li></ul></ul><ul><ul><li>Reduced SG&A costs – maximizing partner independence and ingenuity </li></ul></ul><ul><ul><li>Integrated into Marketing – insuring InnoCentive is seen as a leader and a desirable partners </li></ul></ul>