Helping IT leaders realize lasting improvements and performance, our Business Partner Channel Advisement and Education Services are relevant to Business Model Transformation, Financial Management and Services Sales

1. Cardinal Points Group
Advisement and Education
“It is not the strongest of the species that survive,
nor the most intelligent, but the one most
responsive to change.”
Charles Darwin
Helping IT Leaders Realize Lasting Improvements and Performance

2. About Cardinal Points Group
Cardinal Points Group was “Warren has a clear insight into the challenges
founded in 1998 by Warren Turner to facing today’s resellers and services providers.
leverage his deep experience and His been there done that experience is relevant
successes in the IT channels to our business needs. He thinks straight and
business to help leaders in IT talks straight, providing practical advice.”
Product, Services, Solutions and
related Channels maximize the Todd Bowling,
potential of their companies Chief Executive Officer, Solutions II
Workshops & Seminars – Game
changing education such as The
Transformation Workshop,
Financial Management Workshop
and Services Sales Workshop
Advisement Services –
Experienced trusted guidance for
owners and executives throughout
the IT channel network.
© 2013 Copyright Cardinal Points Group, LLC All Rights Reserved

3. About Warren Turner
“If you were ask me
what I deliver, I’d have
Warren Turner - Background & Experience to say clarity. Lasting
• Specialized in the technology, manufacturing performance in an IT
and distribution sectors as a sought after channels business
consultant for Arthur Andersen & Co comes from clarity.
• Drove transformation and subsequent Clarity means knowing what success
exponential revenue growth as SVP and CFO looks like big picture while at the same
of Dickens Data Systems over a 5 year span time knowing the specifics that will
from 1993-1998 deliver it.”
• Founded Cardinal Points Group LLC in 1998 to
help companies achieve transformational Warren Turner, Cardinal Points
growth
• Executed hundreds of highly rated business Dickens Data Systems, Inc.
Revenue History
workshops in over 28 countries 400
350
300
Millions
250
200
150
100
50
0
1993 1995 1997
Double Digit Growth…
Transformation, Focus &
Profitable!!!
© 2013 Copyright Cardinal Points Group, LLC All Rights Reserved

4. IBM References
“Warren Turner has been an integral contributor to IBM’s Financial Management
our IBM Global Services Channels team and is highly Workshop (FMW) “Managing a
respected in his area of expertise. As we have Profitable Services Business”
continued to strengthen and grow our services more commonly referred to as
business partners, Warren's financial and business “Dancing with the Elephant” by
knowledge and experience has been instrumental in some has received the highest
helping GTS gain more clarity on challenges small evaluation scores in Business
businesses are facing. He understands the financial Partner Channel History. The
impacts of running a services business and provides FMW was authored by Cardinal
strategic planning with actionable steps that lead to Points Group’s Warren Turner.
profitability. He is well respected, engaging and a Leveraging the success of the
valued asset to any business looking to grow their FMW and Warren’s unique
business profitably.” August 18, 2011 career background and
1st Bob Hoey, General Manager, IBM Global reputation in the channel, we
Technology Services have ask him to assist in the
development and deployment of
this next generation workshop
dealing with the challenges of
Business Partner
Transformation.
© 2013 Copyright Cardinal Points Group, LLC All Rights Reserved

5. Solution Provider Educational Roadmap
Strategy Building Competency Building
Business Partner
Consulting Engagements
Benchmarking Best Practices
Developing Compensation Plans
Management Disciplines for Services
Competency Assessment & Strategies
Business
Partner Sales and Marketing Tools
Industry Education Models
Return on Investment Models
Justification Templates
IBM Offerings “Business Issue”
Sheets
© 2013 Copyright Cardinal Points Group, LLC All Rights Reserved

6. Change is an Imperative
Questions facing the channel will drive the need for change
How are you going to answer the questions facing the
channel today?
Cardinal Points and IBM can help you
navigate this change.
© 2013 Copyright Cardinal Points Group, LLC All Rights Reserved

7. TRANSFORMATION Workshop
Expedite your journey form transactional to annuity revenues
Envision your future The Workshop
Assess requirements The industry is changing and
business transformation is an
Identify critical actions imperative. This workshop is
designed to help your
Define leadership imperatives company envision a profitable
Develop skill paths future and design a plan to
transition your business model.
Create motivators Interactive, and action
oriented, this session provides
leaders with a unified vision
The result: A concrete plan and a focused approach to
to accelerate your business achieving it.
based on core competencies
and unique strengths
Want to Learn More?
Warren Turner
404-664-6000
http://www.linkedin.com/in/warrenturner
© 2013 Copyright Cardinal Points Group, LLC All Rights Reserved

8. TRANSFORMATION Workshop
(One on One Format )
Summary Agenda Who Should Attend
The Road Ahead: Builds a common Owners, C-Level Executives, Sr.
Leadership Team
understanding of opportunities and
examines alternatives for success. Format
• Understanding Your Starting Point / Intensive, interactive,
Core Competencies one-day, executive-
• The Journey level workshop hosted
• Possible Routes at your location.
Conducted by a highly
Keys to Navigating a Successful experienced industry
Transformation: Defines and expert from Cardinal
demonstrates the critical success Points Group and key
IBM product and
factors for driving growth relationship managers.
• Leadership / Vision
Prerequisites
• Branding / True Marketing
• Sales / Transaction to Consultative Competency Questionnaire to be filled out by
firm leadership prior to the one-day session
• People and Culture / Alignment
Hiring and Compensating Takeaways
Roadside Assistance: Develops a Thought Leadership
roadmap to execute goals and Team Focus
identifies IBM resources to expedite Relevant Best Practices
success Formal Observations and Recommendations
© 2013 Copyright Cardinal Points Group, LLC All Rights Reserved

9. TRANSFORMATION Workshop
(Peer Group Format)
Summary Agenda Who Should Attend
The Road Ahead: Builds a common Owners, C-Level Executives, Sr.
Leadership Team
understanding of opportunities and
examines alternatives for success. Format
• Understanding Your Starting Point / • Intensive, one-day,
Core Competencies executive-level workshop
• The Journey with selected attendees
• Possible Routes from firms within the IT
Keys to Navigating a Successful service provider industry.
Transformation: Defines and • Focused interactive
demonstrates the critical success learning environment that
maximizes value by
factors for driving growth leveraging peer-based
• Leadership / Vision learning.
• Branding / True Marketing
• Conducted by a highly
• Sales / Transaction to Consultative experienced industry
• People and Culture / Alignment expert from Cardinal Points
Hiring and Compensating
Group and key IBM product
Roadside Assistance: Develops a and relationship managers.
roadmap to execute goals and
Takeaways
identifies IBM resources to expedite
Relevant Best Practices
success
Thought Leadership
© 2013 Copyright Cardinal Points Group, LLC All Rights Reserved

10. Financial Management Workshop (FMW)
Overview Agenda
Solution Provider Evolution
Managing a Profitable Real Competencies
Services Business Financial Impact of Services
The Real Cost of IT
“Dancing with the Elephant” Getting Premium Prices
Upon Completion you should:
Understand the financial strategies of
successful
services companies
Learn benchmarks and current trends in
the services industry – “your network to
best practices””
Develop immediate action plans to
improve the services profitability of your
company
© Copyright 2012, All Rights Reserved
© 2013 Copyright Cardinal Points Group, LLC All Rights Reserved

11. For More Information
Warren R. Turner, Partner
Cardinal Points Group, LLC
Contact:
(o) 770-913-0048
(m) 404-664-6000
wturner@cardinalpointsgroup.com
Website:
www.cardinalpoints.com
Profile:
http://www.linkedin.com/in/warrenturner
Blog:
http://warrenturner.blogspot.com/
© 2013 Copyright Cardinal Points Group, LLC All Rights Reserved