The document discusses strategies for channel partners to address top business issues through collaboration, diversification, affiliation, and acquisition (C-D-A-A). It provides case studies of companies that utilized each strategy, such as Telkom's acquisition of Bosnet to expand its e-commerce portfolio, Metrodata's affiliate program with commission sharing, SNC Technology developing drone solutions through diversification, and Gojek & Bluebird collaborating to improve transportation. The strategies can help partners accelerate growth, increase profitability, and expand their customer base and service offerings.

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2018 TOP 10
SMB CHANNEL PARTNER BUSINESS ISSUES
Source: Techaisle SMB Channel Partner Trends Study
Improving Quality of
Products and
Processes
Improving Workforce
Productivity
Reducing Operational
Costs
Managing
Uncertainty
Improving Speed
to Market
Creating Innovative
Products
Increasing
Business Growth
Managing Inventory
Effectively
Attracting & Retaining
New Customers
Increasing
Profitability

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HOW TO ADDRESS
THE ISSUE?

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SOLVING THE PROBLEM
WITH AADC

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C COLLABORATION
D D IVER SIFIC ATION
A A F F I L I A T I O N
A A C Q U I S I T I O N

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Business Line Development to Accelerate
Business Growth Rate

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ACQUISITION
CorporateStrategic Allocating CAPEX to finance expansion
Business concept and service footprint
expansion to accommodate business growth
Strengthen position as multi channel distribution

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In 2017 PT Telekomunikasi Indonesia acquired
PT Bosnet Distribution Indonesia through PT
Sigma Cipta Caraka (Telkom Sigma) This is to widen and
strengthen Telkom Sigma's
portfolio on its e-logistics and
e-commerce business ecosystem.
2018 Telkom is allocating their CAPEX funds for
acquiring 10 new companies
CASE STUDY - ACQUISITION
Allocating CAPEX to finance expansion
Strengthen position as multi channel
distribution

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Business concept and service footprint
expansion to accommodate business growth
Microsoft acquired PlayFab, PlayFab is a game service provider
connected to the cloud. This acquisition will enrich Microsoft's investment
in Azure to provide a world-class gaming segment
CASE STUDY - ACQUISITION

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Utilizing Affiliation to Educate, Sell and
Expand Your Product/ Services to Customers

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AFFILIATIO
N
Corporate&
ConsumerStrategic Program affiliation with profit sharing system
Using affiliation as shortcut in service
innovation and penetration
Cost and time saving on marketing activity

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Metrodata has a program S.A.M (Saya Affiliate Metrodataonline.com), Affiliate Program is a referral
program directed to www.metrodataonline.com with commission sharing of up to 10%
CASE STUDY - AFFILIATION
Program affiliation with profit sharing system

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Using affiliation as shortcut in service innovation and penetration
CASE STUDY - AFFILIATION
Indonet and DCI Equinix are affiliated in data center marketing, Indonet as sales partner from DCI
Equinix will get the special rate from Equinix so that Indonet's role can maximize the penetration of
DCI Equinix in Indonesia domestic market enterprise

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Evaluation and Improvement on Existing Products/
Services, and VIP Service Differentiation to Various
Ranges of Customers Profile

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DIVERSIFICATIO
N
Corporate&
ConsumerStrategic Out of the box innovation
Target customer loyalty through VIP programs/
services for customers
Multiservice bundling

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CASE STUDY - DIVERSIFICATION
SNC Technology developed the drone as a
fleet monitoring and capturing solution with plans
targeting plantation and forestry
Out of the box innovation

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Citrix provide BYOD service through a simple, secure approach based on
leading enterprise mobility management, Windows app and desktop
virtualization, file sharing, collaboration and remote support technologies.
Out of the box innovation
CASE STUDY - DIVERSIFICATION

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Target customer loyalty through VIP programs /
services for customers
GTN provides helicopter facility to their data center location for its customers,
with only takes 10-15 minutes from Jakarta to their data center location
CASE STUDY - DIVERSIFICATION

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Target customer loyalty through VIP programs / services for customers
UniPin offered reward system, gifting users with reward points when making purchases
CASE STUDY - DIVERSIFICATION

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CASE STUDY - DIVERSIFICATION
Microsoft offers a modern desktop experience scheme, where Microsoft bundles
license (Microsoft office) with azure products to its customers
Multiservice bundling

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Market Expansion Through Penetration and
Collaboration, Especially with Regional Brands.

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COLLABORATION
Corporate&
ConsumerStrategic
Collaboration with:
1. Locally-based partner, or
2. Well known partner, or
3. Complementary business and/ process partner
Encourage internal collaboration
Special pricing collaborations

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CASE STUDY - COLLABORATION
GoJek and Bluebird collaborate in addressing society needs amid emerging
issues related to conventional online transportation & transportation, and this is
a strategy to improve the customer experience
Complementary business and/ process partner

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CASE STUDY - COLLABORATION
Hewlett Packard Enterprise and Citrix are partnering together, HPE brings
their innovative and proven architectures for the data center, cloud and edge, together with
Citrix secure digital workspaces to unify access to the apps and data people need to be more
productive.
Complementary business and/ process partner

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CASE STUDY - COLLABORATION
Additional 5% discount for buying UniPin voucher
in Sumatera Utara and Aceh area.
UniPin – Indomaret
affiliation, where Indomaret
serves as selling channel for
UniPin.
Complementary business and/ process partner

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Evercross, XL Axiata, and Youtube are
collaborating to launch Xtreame mobile phone
CASE STUDY -
COLLABORATION
Special pricing collaborations

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