About Channel Services Group 2010

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About Channel Services Group 2010

  1. 1. CHANNEL SERVICES GROUP
  2. 2. Channel Services Group (CSG), the leader in channel partner marketing and sales solutions, delivers innovative indirect channel sales strategies for technology based companies. CSG’s highly agile OPENLINE services and BLUEROADS SaaS software suite empowers enterprises and their indirect selling partners to gain channel efficiency, performance and predictability directly resulting in increased sales revenue. ABOUT CSG
  3. 3. Leading Companies Select CSG
  4. 4. Highlighted Sentence • Bullet • Bullet • Bullet Channel Business Process Review and Design Channel Program Planning, Design Channel Best Practices and Methodologies Channel Sales Channel Enablement Channel Development Partner Retention Lead Management Deal Registration Lead Referral Universal Deal Registration Shark Tank™ Solutions and Services Overview
  5. 5. Solutions and Services Overview Highlighted Sentence • Bullet • Bullet • Bullet Channel Business Process Review and Design Channel Program Planning, Design Channel Best Practices and Methodologies Channel Development Channel Enablement Channel Sales Partner Retention Lead Management Deal Registration Management Lead Referral Management
  6. 6. OPENLINE Services Overview Improving Performance Across the Channel Lifecycle • New Reseller Recruitment • Competency Recruitment • Competitive Recruitment • Partner On-Boarding • Enroll & Renew • Incentive Validation • Marketing Research • Renewal Processing • Performance Surveys • Retain, Reward or Weed • Partner Satisfaction • Train, Enable & Execute • Go To Market Campaigns • Adoption & On-Boarding Online Profile Completion • Training Recruitment • Event Recruitment • Event Reminders • Lead Nurturing • Lead Distribution • Lead Management • Account Development • Sales Lead Qualification • Opportunity Closure Analysis
  7. 7. Blend of onshore and offshore expert call center agents based in the US and Makati, Philippines • Onshore program management • Consolidated reporting • Onshore quality assurance • Mentor program and training • Low turnover • Educated workforce • Reduced costs extend the reach of your budget • You pick the blend CSG’s Blended Solution
  8. 8. BLUEROADS Solution Overview BLUEROADS maximizes channel sales revenues for medium and large corporations with complex mission critical channels through Partner Opportunity Management (POM) programs and modules that are designed to: Shorten sales cycles Increase opportunities Maximize closing margins Increase win rates
  9. 9. • Ease of use for vendor and partner • Sophisticated lead and opportunity matching • All deal, lead and partner data “actionable” • Easy to model complex processes • Fully internationalized Driving Revenue & Business Alignment Renewal Cross-Sell/ Up-Sell Opportunity Win/Loss Opportunity Management Opportunity Creation Sales Qualification Routing Marketing Qualification Lead Nurturing Lead Acquisition Retention Cycle Opportunity Cycle Lead Cycle Sales Systems REFERALS 1 LEADS 2 Marketing Systems OPPORTUNITIES 3 REVENUE PARTNER RELATIONSHIP MANAGEMENT CHANNEL ANALYTICS AND PERFORMANCE EVALUATION
  10. 10. • Designed specifically for indirect selling organizations – not an SFA derivative • Easy to model complex channel organizations • Easy to create, modify and EOL complex rules, programs and business processes • Easy to use for both vendor and partner • Leverages all object data for intelligent matching, eligibilities and alignment • Built in channel best practice business processes Key Differentiators
  11. 11. SURFACE OPPORTUNITIES FROM BROAD PARTNER BASE REVENUE REVIEW & MATCHING APPROVAL Email alerts Dashboard review/ approval Multiple submitters Full submitter visibility and audit Named Accounts Duplicate Checks: • Account • Opportunity • Lead Lead Referral Program Parameter Check INCENTIVEREFERRED LEAD CHARACTERISTICS Company: Ford Contact: Jim Smith Division: Fleet Leasing Co. Size: Enterprise Industry: Automotive Region: Midwest Product Interest: 2200XL Lead Source: Independent Consultant DEALS Incentive in any “currency” Incentive @ any stage of Lead/Sales Cycle LEADS Marketing Systems Surface more opportunities Influencer Lead Referral
  12. 12. • No other packaged Lead Referral application available on the market • Automatic account, lead and opportunity matching • Full closed-loop process from submit to routing to tracking to closed • Submitter lead status audit capability • Extremely flexible and configurable compensation Influencer Lead Referral Differentiators
  13. 13. Closed Loop Lead Management • Bullets • Bullets • Bullets LEAD CHARACTERISTICS Company: Ford Contact: Jim Smith Division: Fleet Leasing Co. Size: Enterprise Industry: Automotive Region: Midwest Product Interest: 2200XL Lead Source: Exec Conf REVIEW & MATCHING ROUTING DELIVERY Named Accounts Duplicate Checks: • Account • Opportunity • Lead Exception processing Previous sales success Lead validity Qualification Region Company size focus Product authorization industry focus Program level achievement Pre-existing relationships Co-Marketing campaign? Pull Shark Tank Assign Push Distribute DEALS REFFERALS ENSURE MARKETING INVESTMENT CONVERTS TO REVENUE Marketing Systems Accelerate sales cycles Increase Close Rates REVENUE
  14. 14. Single Multiple • Parallel • Serial Automatic Guidance Time Based Line item REDUCE CHANNEL CONFLICT AND INCREASE PIPE MATCHING PARTNERELIGIBILITY Sales Guidance Product/Campaign Tips Alerts Audit trail Opportunity updates/ closed- loop feedback Named Accounts Duplicate Checks: • Account • Opportunity • Leads Program Parameter Check OPPORTUNITY CHARACTERISTICS Company: Ford Contact: Jim Smith Division: Fleet Leasing Co. Size: Enterprise Industry: Automotive Region: Midwest Deal size: Units/Revenue Product Interest: 2200XL 500G Partner Level: Silver Sales Systems REVENUE LEADSREFFERALS SELLING Maximize closing margins $ $$ Improve cross-sell and up-sell Multi-Dimensional Deal Registration APPROVALS
  15. 15. • Ease of use for vendor and partner • Sophisticated lead and opportunity matching • All deal, lead and partner data “actionable” • Easy to model complex processes • Guided selling and Up-sell / Cross-sell • Fully internationalized BLUEROADS Differentiators
  16. 16. Channel Services Group 5000 148th Ave. NE Redmond, WA 98052 888.763.7079 www.csgchannels.com Contact Joby Pearson, VP Sales jobyp@csgchannels.com Jason Hardy-Smith, Vice President Product Marketing jhardy-smith@csgchannels.com Stacey Schuneman, Director Business Development staceys@csgchannels.com

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