2009 Channel Management Stefanos Chrysanthakopoulos, Local Sales November 10, 2008
Executive Summary Stefanos Chrysanthakopoulos (schrysan@gmail.com)
Channel Concept Stefanos Chrysanthakopoulos (schrysan@gmail.com)
Channel Strategy <ul><li>Define objectives </li></ul><ul><li>Develop channel schema </li></ul><ul><li>Assess channel pros ...
Channel Plan <ul><li>Tactical calendar  </li></ul><ul><li>Pricing, discounts, and promotion guidelines  </li></ul><ul><li>...
Channel Selection <ul><li>Selection criteria and matrix </li></ul><ul><li>Identify target channel partners </li></ul><ul><...
Channel Management <ul><li>Define training needs  </li></ul><ul><li>Define promotion needs </li></ul><ul><li>Develop timin...
Develop a channel communication plan #1  <ul><li>Awareness : active and good partner in the security business </li></ul><u...
Develop a channel communication plan #2  <ul><li>Selection : good choice selecting us </li></ul><ul><ul><li>Partner agreem...
Channel Management <ul><li>Determine channel performance criteria  </li></ul><ul><ul><li>Cost per Transaction </li></ul></...
Channel activities management Stefanos Chrysanthakopoulos (schrysan@gmail.com)
Partners should <ul><li>Be able to sell on their own </li></ul><ul><li>Have knowledge on all products / services </li></ul...
Channel Management Focus <ul><li>Goals </li></ul><ul><ul><li>Acquisition and retention </li></ul></ul><ul><li>Policies </l...
Questions and Answers Stefanos Chrysanthakopoulos (schrysan@gmail.com)
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Channel Management

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Channel Management

  1. 1. 2009 Channel Management Stefanos Chrysanthakopoulos, Local Sales November 10, 2008
  2. 2. Executive Summary Stefanos Chrysanthakopoulos (schrysan@gmail.com)
  3. 3. Channel Concept Stefanos Chrysanthakopoulos (schrysan@gmail.com)
  4. 4. Channel Strategy <ul><li>Define objectives </li></ul><ul><li>Develop channel schema </li></ul><ul><li>Assess channel pros and cons </li></ul>Stefanos Chrysanthakopoulos (schrysan@gmail.com)
  5. 5. Channel Plan <ul><li>Tactical calendar </li></ul><ul><li>Pricing, discounts, and promotion guidelines </li></ul><ul><li>Channel functions </li></ul><ul><li>Budget for overall channel management </li></ul>Stefanos Chrysanthakopoulos (schrysan@gmail.com)
  6. 6. Channel Selection <ul><li>Selection criteria and matrix </li></ul><ul><li>Identify target channel partners </li></ul><ul><li>Develop channel partners profile </li></ul><ul><li>Negotiate contract </li></ul>Stefanos Chrysanthakopoulos (schrysan@gmail.com)
  7. 7. Channel Management <ul><li>Define training needs </li></ul><ul><li>Define promotion needs </li></ul><ul><li>Develop timing requirements and budget </li></ul><ul><li>Partner evaluation </li></ul>Stefanos Chrysanthakopoulos (schrysan@gmail.com)
  8. 8. Develop a channel communication plan #1 <ul><li>Awareness : active and good partner in the security business </li></ul><ul><ul><li>Analyst briefing, web site, events, advertising, e-Marketing </li></ul></ul><ul><li>Interest : knowledge and motivating </li></ul><ul><ul><li>Product collateral, Slide presentation, Demonstration </li></ul></ul><ul><li>Preference : competitively strong channel programs - attractive incentives </li></ul><ul><ul><li>Marketing toolkits, Whitepapers </li></ul></ul>Stefanos Chrysanthakopoulos (schrysan@gmail.com)
  9. 9. Develop a channel communication plan #2 <ul><li>Selection : good choice selecting us </li></ul><ul><ul><li>Partner agreements, Marketing Development Funds </li></ul></ul><ul><li>Loyalty : deliver on the promise </li></ul><ul><ul><li>Sales training </li></ul></ul>Stefanos Chrysanthakopoulos (schrysan@gmail.com)
  10. 10. Channel Management <ul><li>Determine channel performance criteria </li></ul><ul><ul><li>Cost per Transaction </li></ul></ul><ul><ul><ul><li>Total Channel Expense/Number of Transactions </li></ul></ul></ul><ul><ul><li>Channel Profitability Ratio </li></ul></ul><ul><ul><ul><li>Total Expense/Total Revenue </li></ul></ul></ul><ul><ul><li>Channel Capacity </li></ul></ul><ul><ul><ul><li>Channel Selling Unit Capacity * Number of Units </li></ul></ul></ul><ul><ul><li>Channel Productivity </li></ul></ul><ul><ul><ul><li>Channel Selling Unit Productivity * Number of Units * Rate per Unit </li></ul></ul></ul>Stefanos Chrysanthakopoulos (schrysan@gmail.com)
  11. 11. Channel activities management Stefanos Chrysanthakopoulos (schrysan@gmail.com)
  12. 12. Partners should <ul><li>Be able to sell on their own </li></ul><ul><li>Have knowledge on all products / services </li></ul><ul><li>Easily utilize channel programs </li></ul><ul><li>Feel connected </li></ul>Stefanos Chrysanthakopoulos (schrysan@gmail.com)
  13. 13. Channel Management Focus <ul><li>Goals </li></ul><ul><ul><li>Acquisition and retention </li></ul></ul><ul><li>Policies </li></ul><ul><ul><li>New accounts, order management </li></ul></ul><ul><li>Products </li></ul><ul><ul><li>Up-sell, cross-sell </li></ul></ul><ul><li>Sales and Marketing </li></ul><ul><ul><li>Support partners needs </li></ul></ul>Stefanos Chrysanthakopoulos (schrysan@gmail.com)
  14. 14. Questions and Answers Stefanos Chrysanthakopoulos (schrysan@gmail.com)
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