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Why you need a Partner led installed base program

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Are your Partner Programs heavily orientated towards acquisition ? Partner led installed base programs target retention.
Consider this...Existing customers are 50% more likely to try new products and spend 31% more, on average, when compared to new customers, which translates to cross sells and upsells.

Published in: Sales
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Why you need a Partner led installed base program

  1. 1. 0 50,000 100,000 150,000 200,000 250,000 2013 2014 2015 2016 Server Storage Security Software DOES YOUR CUSTOMER BATTLE CARD LOOK LIKE THIS ? $200k MISSED REFRESH OPPORTUNITY $50k MISSED FEATURE EXPANSION OPPORTUNITY $50k MISSED EXPANSION OPPORTUNITY EVALUATING CLOUD WITH ANOTHER VENDOR X
  2. 2. ELEMENTS FOR PARTNER LED INSTALLED BASE SUCCESS
  3. 3. GO BACK TO EXISTING APPLE TREES Existing customers are 50% more likely to try new products and spend 31% more, on average, when compared to new customers, which translates to cross sell and upsell.
  4. 4. FEATURE UPSELL New feature or module upsell INSTALLED BASE OPPORTUNITIES CROSS SELL EARLY REFRESH Cross sell to higher capacity platforms Refresh hardware & software 18 months early DORMANT CUST Customers who have haven’t purchased in X period OR customers who haven’t purchased the full portfolio TECH MIGRATION LICENSE EXPANSION Migrate customers to Cloud, Licensing, Consumption models Upsell license or feature expansion to customers 2-3 years installed
  5. 5. INSTALLED BASE WILL IT MOVE THE NEEDLE? If you had Partner revenues of $50m for each of past 5 years, with an average sale of $25k $35m If You Refreshed 18Months Sooner $20m If 20% Upgraded Features
  6. 6. ELEMENTS REPEATABLE PROCESS AT SCALE = CADENCE DEAL BY DEAL SYSTEMATIC APPROACH = FOCUS PARTNER SALES ENGAGED IN SALES MOTION = ENGAGEMENT
  7. 7. PARTNER LED INSTALLED BASE THE CHALLENGE TODAY FRAGMENTED DATA INTERNAL PROCESSES DISJOINTED CONTENT PARTNER SALES INTERLOCK
  8. 8. PARTNER LED INSTALLED BASE HOW IT NEEDS TO LOOK DATA DRIVEN OPPORUNITIES Content PARTNER SALES REPEATABLE PROGRAM EngagementData Sales Motion END CUSTOMERS
  9. 9. THEN SCALE IT ACROSS HUNDREDS OF PARTNERS USE THE FORCE! STRESSED YOU + = HAPPY YOU ( (
  10. 10. SALESIQ 360 PLATFORM PARTNER LED REFRESH UPSELL / X-SELL / REFRESH FEATURE EXPANSION DORMANT CUSTOMER CUSTOMIZED CONTENT SPECIFIC SALES MOTIONS MICRO PROGRAM VISIBILITY DEAL BY DEAL MANAGEMENT
  11. 11. SINGLE VIEW OF ALL OPPORTUNITIES SALES MANAGER
  12. 12. VENDOR & PARTNER SALES LEADERBOARDS
  13. 13. VENDOR & PARTNER SALES REPORTING
  14. 14. SINGLE VIEW OF ALL OPPORTUNITIES PARTNER SALES
  15. 15. GUIDED SELLING FOR PARTNERS SALES MOTIONS & CONTENT
  16. 16. SALESIQ 360 PLATFORM LETS SEE IN ACTION EMAIL INFO@RIVERVIEWCS.COM FOR A 1:1 DEMONSTRATION

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