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Sample analyst deck
- 1. Confidentialand proprietary materials for authorized Verizon personnel and outside agencies only. Use, disclosure or distribution of this material is not permitted to any unauthorized persons or third parties except by written agreement. Partnering For Success Janet Schijns
- 2. Confidentialand proprietary materials for authorized Verizon personnel and outside agencies only. Use, disclosure or distribution of this material is not permitted to any unauthorized persons or third parties except by written agreement. 2 Partners have an important seat at the table with Enterprise customers who are researching, evaluating and purchasing technology solutions across all of our Verizon platforms. 90% of all Verizon Partner’s have signed the Verizon Enterprise addendum to the contract in less than 1 month.
- 3. Confidentialand proprietary materials for authorized Verizon personnel and outside agencies only. Use, disclosure or distribution of this material is not permitted to any unauthorized persons or third parties except by written agreement. 3 Whether it’s down the street, across the ocean or around the world, Verizon is focused on making it easier for the best partners to design, sell and support solutions on our platforms Five Technology Tracks Now Open to Our Program Members
- 4. Confidentialand proprietary materials for authorized Verizon personnel and outside agencies only. Use, disclosure or distribution of this material is not permitted to any unauthorized persons or third parties except by written agreement. 4 It takes experience to understand the technological age that has evolved into the present landscape. VERIZON has always been at the forefront of exploration and invests in sharing our expertise across all channels Doubled Certification Training for Members in 2014
- 5. Confidentialand proprietary materials for authorized Verizon personnel and outside agencies only. Use, disclosure or distribution of this material is not permitted to any unauthorized persons or third parties except by written agreement. 5 The Verizon Partner Program puts customers first - outfitting our channel partners with the right portfolio and support tailored to fit their needs. We’ve made it easier to do business by: Meeting Demands SHORTENING The Sales Cycle SIMPLIFYING Processes PROVIDING Training & Tools CREATING New Avenues to Market ENHANCING Rules of Engagement
- 6. Confidentialand proprietary materials for authorized Verizon personnel and outside agencies only. Use, disclosure or distribution of this material is not permitted to any unauthorized persons or third parties except by written agreement. 6 The Verizon Partner Program Simple, straightforward, and flexible tiered structure. Enabling partners to offer solutions tailored to meet customer needs. Investing in helping our partners get to the next level regionally, globally and beyond Empowering partners to realize their highest potential. Partner solutions on Verizon Platforms available via all VES channels
- 7. Confidentialand proprietary materials for authorized Verizon personnel and outside agencies only. Use, disclosure or distribution of this material is not permitted to any unauthorized persons or third parties except by written agreement. 7 Tier Structure Member, Silver, Gold, Platinum Business Models Agent, Resale, Sell With Partner Portal Simple-to-use, easy to succeed Training and Certification Comprehensive curriculum to market solutions better Rewards and Incentives May include Marketing, Commissions, Discounts Engagement Clear and consistent processes Products Portfolio Innovative technology portfolio and 3rd party partner solutions
- 8. Confidentialand proprietary materials for authorized Verizon personnel and outside agencies only. Use, disclosure or distribution of this material is not permitted to any unauthorized persons or third parties except by written agreement. 8 At the Table Together ENGAGE New Customers CONNECT To Portfolio DEVELOP Sustainability INCREASE Business CREATE Advantage
- 9. Confidentialand proprietary materials for authorized Verizon personnel and outside agencies only. Use, disclosure or distribution of this material is not permitted to any unauthorized persons or third parties except by written agreement. 9 Customer Destination Better serving the needs of our customer Enterprise can take advantage of Verizon’s next-generation services portfolio through an integrated approach to service delivery Clients can simplify how they consume communications and IT services in a program tailored to meet their needs, while giving them access to the full Verizon portfolio VES sales channels have access to our partner solutions on our platforms to fulfill customers toughest technology challenges
- 10. Confidentialand proprietary materials for authorized Verizon personnel and outside agencies only. Use, disclosure or distribution of this material is not permitted to any unauthorized persons or third parties except by written agreement. 10 Our Journey 2012 2013 2014 Offered multiple Verizon programs Partners have automated process to activate service MDF doubled to help partners transform their go-to-market strategies Enhanced compensation structure allowing for increased commission rates Announced a recognition program to reward top sales performers Introduced Verizon Partner Program Launched a new mobile application giving partners anywhere access Awarded first Platinum Partner Achieved 5-Star status Expanded Channel Partners reach Into the Enterprise and Globally
- 11. Confidentialand proprietary materials for authorized Verizon personnel and outside agencies only. Use, disclosure or distribution of this material is not permitted to any unauthorized persons or third parties except by written agreement. 11 Integrated Verizon has now integrated its Enterprise Sales Teams with the Verizon Partner channel. Service It’s a fundamental shift in how we service the customer Buy Customers buy more advanced services: • Cloud • Advanced mobility • Machine-to-machine • Security • Professional Services
- 12. Confidentialand proprietary materials for authorized Verizon personnel and outside agencies only. Use, disclosure or distribution of this material is not permitted to any unauthorized persons or third parties except by written agreement. 12 Customer References Insurance Business Challenge Unstable exchange system, need for an alternate support for management of routers, servers, computer gear, multiple handoffs and lack of collaboration. Need to developing solutions to increase revenues. Our Approach Fully managed set of services including hosted Exchange, managed applications, managed routers, network, consolidated invoicing and cloud services Results IT personnel repurposed and drove increased productivity instead of adding more headcount with an annual value of $920K
- 13. Confidentialand proprietary materials for authorized Verizon personnel and outside agencies only. Use, disclosure or distribution of this material is not permitted to any unauthorized persons or third parties except by written agreement. 13 TRANSFORMATION Through Our Commitment To and Investment In The Channel
- 14. Confidentialand proprietary materials for authorized Verizon personnel and outside agencies only. Use, disclosure or distribution of this material is not permitted to any unauthorized persons or third parties except by written agreement. 14 Questions Thank You
Editor's Notes
- Title
- Partners have an important seat at the table with Enterprise customers who are looking for a solution to manage big data with concerns regarding storage and security. By purchasing Verizon Solutions they have the ease of doing business with a trusted brand. The important seat at the table is hand holding the customer and taking them through to the next generation portfolio of solutions. 90% of all the world’s data has been created in the last two years (Source: IBM) Why are customers researching, evaluating and purchasing? Because it's the 21st century and the way that they go to market and do business has changed and continues to change. Do not be afraid of tomorrow, Verizon is already there.
- Intro
- Transition Into VPP The answer has been with you all along. It’s the same company that’s been trusted for years. Verizon. We put our partners at the center of it all and are committed to their growth through the Verizon Partner Program. Additional Notes Most IT organizations spend 83 percent of their budgets just to maintain the status quo, up from 75 percent five years ago. Clearly, this trend is not sustainable. Networks, and the time and cost it takes to manage them, need to get a lot simpler. Operate far more efficiently and reduce operating costs Support new business innovation instead of just maintaining the status quo Roll out new applications and services in days instead of weeks or months Eliminate IT bottlenecks and turn your network into a competitive advantage
- Meeting Demands These items taken from: http://www.verizonenterprise.com/news/2014/07/partner-program-europe-technology-portfolio Janet quote: “The Verizon Partner Program puts customers first, by outfitting all of our channel partners with the right portfolio and support to shorten the sales cycle and immediately meet the demands of the market,” “Our new initiative is raising the bar in the industry by simplifying processes and providing comprehensive training and tools to create new business opportunities for our partners. Now, our partners have access to channel managers in the field, marketing development funds and a partner community powered by Salesforce to facilitate a better experience for solutions providers and customers.” - See more at: http://newscenter.verizon.com/corporate/news-articles/2013/02-27-partner-program-for-medium-business/#sthash.VNemT7AK.dpuf
- Verizon Partner Program The Verizon Partner Program transforms the way we do business with our partners and customers. The program is simple, straightforward and flexible enabling partners to offer solutions tailored to meet customer needs. Members of the Verizon Partner Program define how they prefer to collaborate with us using three different business models - Agent, Resale and Sell With - that allows them to offer various solutions and products to our customers. With easy to use tools and training we invest in our partners taking them to the next level regionally, globally and beyond, enabling them to realize their highest potential.
- Structure and Benefits We have developed a partner program that combines the best of our legacy partner initiatives into a single market-facing channel program, transforming the way we do business with our partners. The program is simple, straightforward and flexible, and it benefits both Verizon and our program members. Tier Structure: Four tiered structure is designed to drive mutual investment, strengthen business relationships and reward outstanding performance. Business Models: Members of the Verizon Partner Program define how they prefer to collaborate with us using three different business models: Agent, Resale and Sell With that allows them to offer various solutions and products to their end customers. Partner Portal: All members have access to the Partner Portal to leverage powerful tools critical to our collective success. Training and Certification: Comprehensive training and certification curriculum to market solutions better. Program Rewards and Incentives: Depending on performance and business model, benefits may include Marketing Support, Commissions and Discounts. Rules of Engagement: Promotes a healthy ecosystem and provides for a positive sales experience through clear engagement rules and policies. Products Portfolio: Verizon’s innovative technology portfolio provides program members with a broad platform for business growth. Support Model: Our support model will help meet critical goals, navigate through the key processes and manage pricing, product and sales needs.
- At the Table Together "As customers embrace this new world with cloud, mobility and more complex solutions, and try to simplify that within their businesses, it's not so much about the vendor waiting in the hall or the partner waiting in the hall," Schijns said. "It's the ecosystem sitting at the table and designing with the customer the solutions that they need. In that world, you need to work together.“ There is no “one size fits all” in the world of solutions. Together with the partner, we uniquely craft our services to fit the customer’s business needs. Value Proposition The program helps our partners to: Engage new customers Generate new revenue streams Increase their competitive advantage Develop sustainability Connect to our world-class solution portfolio
- Customer Destination Better serving the needs of our customers. Ease of doing business, not just Verizon, but for their business "With a focus on better serving the needs of our clients, we are expanding our Partner Program so that enterprises can take advantage of Verizon’s next-generation services portfolio through an integrated approach to service delivery," said Janet Schijns, Verizon’s vice president of medium business and channel. "Whether teaming with Verizon directly, indirectly or as a hybrid, we are enabling clients to simplify how they consume communications and IT services in a way that best meets their needs, while giving them access to the full Verizon portfolio."
- Our Journey We’ve been on a journey with the Verizon Partner Program journey to deliver best-in-class solutions to our customers and give them the best experience. [Insert revised timeline of advancements] We’ve made many advancements in the program, including: In 2012 we: Had multiple programs such as Cisco Referral Program, BSA-BoBo Co-Op Program, Distributor Program, Terremark Partner Program Re-launched the Indirect Sales Program (VISP) In 2013 we: Launched the Verizon Partner Program, Verizon Rapid Delivery – a system to speed quote-to-order-to-billing, and the new Partner Portal This year has been our most significant with our commitment to and achievements within the program, including: Doubling our MDF offering to help partners transform their go-to-market strategies for today’s technology purchasing environment Establishing an enhanced compensation structure for our network and cloud program members, which allows for increased commission rates Announcing a recognition program to reward top sales performers with a trip to the Caribbean in February 2015 Launching a new mobile application which gives partners anywhere access Inducting our first Partner Advisory Council – this group has invested in our relationship, allowing us to jointly grow our business together Awarding our first platinum partner to the program Expanding, by opening accounts to the Channel – partners can now offer Verizon-branded, enterprise-class products and services to an expanded list of clients Achieving 5-star status Data (from 5/8 PAC meeting) Network, Advanced Comm and Cloud partner bookings are up 61% Net membership has increased by 15% M2M partner connections are up 30% Mobility distributor activations are up 97% These advancements, along with our commitment to the channel, have elevated us to an elite level with our recent 5-Star achievement from CRN. The value of our brand, products, market position and commitment to the channel has contributed to our collective success since we launched the program in February 2013.
- Our Journey We are fundamentally shifting how we service the customer. [Notes] Verizon has integrated, no longer exclusive, remain integrated Transformation, journey, growth Ease of doing business Expansion – channel, enterprise, global Customer experience with expansion Opening up the channel partners can get business done easier in EMEA http://www.gdt.com/news/verizon-launches-new-partner-program-better-serve-medium-business-market http://www.lightreading.com/services/cloud-services/verizon-channels-european-expansion/d/d-id/709984 http://www.crn.com/news/networking/300073434/verizon-opens-up-1-700-top-enterprise-accounts-to-channel.htm Verizon Enterprise Services is now making available options not only to be rewarded for being an agent, but also opportunities to resell and collaboratively deliver cloud and telecommunications services. - See more at: http://www.channelinsider.com/cloud-computing/verizon-moves-closer-to-the-channel-in-the-cloud-age.html#sthash.aZ53SdAl.dpuf
- **CANNOT USE CUSTOMER’S NAME [IRONSHORE] OUTSIDE OF VERIZON** Success Story Here’s an example of how a customer teamed with one of our partners. Customer Business drivers Unstable exchange system, need for an alternate support for management of routers, servers, computer gear, multiple handoffs and lack of collaboration. Need to developing solutions to increase revenues. Our Solution Fully managed set of services including hosted Exchange, managed applications, managed routers, network, consolidated invoicing and cloud services How it solved for the business challenges IT personnel repurposed and drove increased productivity instead of adding more headcount with an annual value of $920K Verizon’s Value Leveraged a partner relationship with the partner [Avanade] in a collaborative effort including oversight, stability and "one throat to choke" the Verizon brand First Quarter Bookings: $3.6M
- Main Idea: Innovation is critical. Technology can help drive innovation. Mobile, social, and cloud technologies are unlocking new possibilities, but finding the right technology for your business is critical. And tech-savvy line-of-business executives are no longer waiting on IT to meet the demands of their customers. Innovating faster has never been more critical: Some analysts estimate that in just 10 years, as many as 40 percent of the Fortune 500 companies will no longer be around. Business leaders are waking up at night with ideas about new opportunities—but they need help—and they’re not just looking to their CIOs to make this happen. More and more they will engage directly with technology providers they trust to turn their ideas into realities. In fact, IDC finds that 58 percent of new IT investments in 2012 involved line-of-business executives, and that’s expected to grow to 80% by 2016.