Successfully reported this slideshow.

Growing Revenues with Partners

1,826 views

Published on

In these economic times, companies must find new ways to grow revenues. The Partner community and it\'s extended sales force is the #1obvious choice. Palladin will show you how to implement Best Practices to develop predictable forecasting & new revenue growth with select Partners.

Published in: Business
  • Be the first to comment

Growing Revenues with Partners

  1. 1. Developing Revenues Through Partnerships Channel Strategies for Emerging Growth Companies “ Ideas That Last ” Palladin Consulting www.palladinenterprises.com
  2. 2. Agenda <ul><li>Executive Summary Review </li></ul><ul><li>Your Potential Partners & Target Markets </li></ul><ul><li>Our 30 & 60 Day P.A.T.S. Program </li></ul><ul><li>Partner Program Deliverables </li></ul><ul><li>Our Approach </li></ul>
  3. 3. Executive Summary – The Problem <ul><li>In these economic times, companies should look for new ways to generate revenues </li></ul><ul><li>Your partner community with it’s extended salesforce should be the #1 obvious choice </li></ul><ul><li>However most partner programs are not designed or optimized for revenue growth accountability </li></ul><ul><li>Palladin can assist you in building a new or redesigning an existing partner program that will deliver results! </li></ul>
  4. 4. Executive Summary <ul><li>Your products could go wide or deep </li></ul><ul><li>You have a limited sales force & resources to support </li></ul><ul><li>Currently working on multiple key direct opportunities </li></ul><ul><li>You have limited bandwidth to initiate partner relationships </li></ul><ul><li>Unsure of the operational support for a partner community </li></ul><ul><li>Or your current partner program is not delivering results </li></ul>
  5. 5. Introducing……..
  6. 6. Introducing: The Palladin P.A.T.S. Program <ul><li>P.A.T.S. – Partner Acquisition Target Strategy </li></ul><ul><li>30 & 60 Day Revenue Driven Partner Programs Developed to Compliment Your Business Objectives </li></ul><ul><li>Designed to Focus on a Select Group of Partners </li></ul><ul><li>Outlines Key Operational Partner Support Issues </li></ul><ul><ul><li>Targeted recruitment of new partners </li></ul></ul><ul><ul><li>Enablement of new & existing partners </li></ul></ul><ul><ul><li>Execution of pro-active partner account management </li></ul></ul><ul><ul><ul><li>Joint business planning & predictable forecasting methods </li></ul></ul></ul><ul><ul><li>Pre & post sale support services </li></ul></ul><ul><ul><li>Visibility by entire executive team & key stakeholders </li></ul></ul>
  7. 7. Base Definition of Partner Types
  8. 8. Your products could go wide or deep <ul><li>Target Markets </li></ul><ul><ul><li>Large enterprise accounts over $1Billion </li></ul></ul><ul><ul><li>Mid market accounts $300 Million to $1Billion </li></ul></ul><ul><ul><li>Small accounts under $300 Million </li></ul></ul><ul><ul><li>Where are your partners selling into those markets? </li></ul></ul><ul><li>Your current product strengths are in a specific vertical </li></ul><ul><ul><li>Target SI’s, ISV’s & OEM’s to compliment those verticals ? </li></ul></ul><ul><ul><li>Target SI’s, ISV’s & OEMS for new markets & new verticals ? </li></ul></ul><ul><ul><li>Where, How & Why ? </li></ul></ul><ul><li>Question: </li></ul><ul><ul><li>Is your company operationally prepared for partners? </li></ul></ul>
  9. 9. A Look at the Target Market Tiers $300 to $1Billion Tier 3 Below $300 million Retail Manufacturing Distribution $1B + Companies Healthcare Government Telco Finance Tier 1 Large ISV’s, OEMs & SI’s Tier 1 Large Enterprise Accounts Tier 2 Mid Market Accounts Tier 2 ISV’s, OEM’s & SI’s
  10. 10. <ul><li>Target Markets </li></ul><ul><ul><li>Large enterprise accounts over $1Billion </li></ul></ul><ul><ul><li>Mid market accounts $300 Million to $1Billion </li></ul></ul><ul><ul><li>Small accounts under $300 Million </li></ul></ul><ul><ul><li>Where are your partners selling into those markets? </li></ul></ul><ul><li>Your current product strengths are in a specific vertical </li></ul><ul><ul><li>Target SI’s, ISV’s & OEM’s to compliment those verticals ? </li></ul></ul><ul><ul><li>Target SI’s, ISV’s & OEMS for new markets & new verticals ? </li></ul></ul><ul><ul><li>Where, How & Why ? </li></ul></ul><ul><li>Question: </li></ul><ul><ul><li>Is your company operationally prepared for partners? </li></ul></ul>Your products could go wide or deep
  11. 11. Market Tiers: Where & How Do Potential Partners Sell? $300 to $1Billion Retail Manufacturing Distribution $1B + Companies Healthcare Government Telco Finance
  12. 12. System Integration Partner Eco-System
  13. 13. <ul><li>Co Sell </li></ul><ul><li>Resell </li></ul><ul><li>Heavy customization </li></ul><ul><ul><li>Data warehouse work </li></ul></ul><ul><ul><li>Business Intelligence </li></ul></ul>Partner Market Tiers – Where & How Do They Sell ? Co Sell & Resell Less custom Same BI issues! $300 to $1Billion Below $300 million Retail Manufacturing Distribution $1B + Companies Healthcare Government Telco Finance Accenture, Price Waterhouse Deloitte, Bearing Point, SAS RIM, McKesson, Cognos Hitachi Consulting, Emergis Cap Gemini, Cyber, Axon, Clarkson, IDS, RIM Partners Sales Model Resellers & Boutique SI’s
  14. 14. <ul><li>Target Markets </li></ul><ul><ul><li>Large enterprise accounts over $1Billion </li></ul></ul><ul><ul><li>Mid market accounts $300 Million to $1Billion </li></ul></ul><ul><ul><li>Small accounts under $300 Million </li></ul></ul><ul><ul><li>Where are your partners selling into those markets? </li></ul></ul><ul><li>Your current product strengths are in a specific vertical </li></ul><ul><ul><li>Target SI’s, ISV’s & OEM’s to compliment those verticals ? </li></ul></ul><ul><ul><li>Target SI’s, ISV’s & OEMS for new markets & new verticals ? </li></ul></ul><ul><ul><li>Where, How & Why ? </li></ul></ul><ul><li>Question: </li></ul><ul><ul><li>Is your company operationally prepared for partners? </li></ul></ul>Your products could go wide or deep
  15. 15. Executive Summary – Operational Readiness <ul><li>Pricing, Contractural & Administratively </li></ul><ul><ul><li>ISV’s & SI’s “sell to” & “through” all 3 tiers </li></ul></ul><ul><ul><li>OEMS resell or “embed” only </li></ul></ul><ul><ul><li>Referral fees versus product discounting </li></ul></ul><ul><ul><li>Downstream sales compensation considerations </li></ul></ul><ul><ul><li>Pre & post sales partner support mechanisms </li></ul></ul><ul><li>Sales & Marketing </li></ul><ul><ul><li>Dedicated Account Management </li></ul></ul><ul><ul><li>Webpage – Invitation to partner with your company </li></ul></ul><ul><ul><li>Compelling value proposition or success stories </li></ul></ul><ul><li>Partner strategy ideally should be organized via the 3 Tiers </li></ul><ul><ul><li>Recruitment, Enablement & Business Planning </li></ul></ul>
  16. 16. Why Recruit Partners in all 3 Market Tiers? <ul><li>Incremental revenue stream never before available </li></ul><ul><li>Increases predictable revenue quarter on quarter </li></ul><ul><li>Accelerates customer acquisition </li></ul><ul><li>Creates new markets & accounts for all products </li></ul><ul><li>Creates new vertical solutions </li></ul>
  17. 17. Results? <ul><li>Formerly embrace the partner community </li></ul><ul><li>Your products become ubiquitous in all partner projects </li></ul><ul><li>Reach into accounts & markets never before possible </li></ul><ul><li>Developing new sales opportunities </li></ul><ul><li>Lowers your cost of sales </li></ul><ul><li>New product, education & training revenues </li></ul><ul><li>AND EXPONENTIAL GROWTH IN REVENUES ! </li></ul>
  18. 18. Results? <ul><li>Formerly embrace the partner community </li></ul><ul><li>Your products become ubiquitous in all partner projects </li></ul><ul><li>Reach into accounts & markets never before possible </li></ul><ul><li>Developing new sales opportunities </li></ul><ul><li>Lowers your cost of sales </li></ul><ul><li>New product, education & training revenues </li></ul><ul><li>AND EXPONENTIAL GROWTH IN REVENUES ! </li></ul>
  19. 19. Potential Partner Revenue Growth Typical Results
  20. 20. Benefits: Working With Partners Market Share Program Benefits Impact Areas  Revenue  Gross margin  Product utilization Account Management Market Perception <ul><li>Dedicated alliances personnel for partners </li></ul><ul><li>Forecasting & joint business planning </li></ul><ul><li>Dedicated services personnel </li></ul><ul><li>One to many sales model </li></ul> Cost of sales  Predictable revenues  Errors in forecasts  Operating costs <ul><li>Partner friendly company </li></ul><ul><li>Positioned for new growth areas </li></ul><ul><li>Better profile for IPO or acquisition </li></ul> Market awareness  Partner conflicts  Board satisfaction  Exit strategy <ul><li>Increased account penetration in all tiers </li></ul><ul><li>Partner sales force managed proactively </li></ul><ul><li>SI partner community managed proactively </li></ul><ul><li>Your products become ubiquitous </li></ul>
  21. 21. How Does Palladin Approach Partnering?
  22. 22. P.A.T.S. - 30 & 60 Day Program Highlights <ul><li>Overview </li></ul><ul><ul><li>Target the appropriate kind of partner for your business model </li></ul></ul><ul><ul><ul><li>OEM ISV SI’s etc </li></ul></ul></ul><ul><ul><ul><li>In your vertical markets or horizontal platform </li></ul></ul></ul><ul><ul><li>Outline the administrative and support mechanism’s </li></ul></ul><ul><ul><ul><li>Pricing , contracts , support model </li></ul></ul></ul><ul><ul><ul><li>Adjust operations plan to integrate partners across business </li></ul></ul></ul><ul><ul><li>Initiate the recruitment of partners through a targeted plan </li></ul></ul><ul><ul><ul><li>Partner offer </li></ul></ul></ul><ul><ul><ul><li>Medium to contact them ( i.e. web direct mail etc ) </li></ul></ul></ul><ul><ul><li>Outline methods of enabling them </li></ul></ul><ul><ul><ul><li>CRM and other systems </li></ul></ul></ul><ul><ul><li>Outline methods of monitoring them </li></ul></ul><ul><ul><ul><li>CRM tools including service module </li></ul></ul></ul><ul><ul><li>Develop a detailed go to market program </li></ul></ul><ul><ul><li>Deliver blueprint document for a “go live” partner program </li></ul></ul>
  23. 23. P.A.T.S. – Optional Program Features <ul><li>Advise on Partner Website Messaging </li></ul><ul><ul><li>Invitation to participate </li></ul></ul><ul><ul><li>Develop lead “trapping” & marketing intelligence </li></ul></ul><ul><ul><ul><li>Key for executive team visibility & decision making </li></ul></ul></ul><ul><li>Complete the Development of Contracts </li></ul><ul><ul><li>Cosell & Resell </li></ul></ul><ul><ul><li>Service subcontract addendums </li></ul></ul><ul><li>Participate in Partner “ Beachhead” Meetings for Client </li></ul><ul><ul><li>Feedback for development of formal program rollout </li></ul></ul><ul><ul><li>Initiate procedures for lead distribution/ management for partners </li></ul></ul><ul><ul><li>Joint business planning & forecasting </li></ul></ul><ul><li>Initiate Partner Training & Education Curriculum </li></ul><ul><ul><li>New services revenue stream </li></ul></ul><ul><ul><li>Train the trainer approach </li></ul></ul><ul><li>Pre & Post Sales Support Mechanism’s unveiled </li></ul>
  24. 24. P.A.T.S. Long Term Program Goals <ul><li>Create ubiquity for your products in the market, and maximum revenue leverage through accessible partner program that has: </li></ul><ul><ul><li>Clear, consistent, well-defined, valuable benefits </li></ul></ul><ul><ul><li>Comprehensive relationship coverage model </li></ul></ul><ul><ul><li>Capacity for a large number of partners </li></ul></ul><ul><ul><li>Enables shortest path to revenue </li></ul></ul><ul><ul><li>Rewards partners to move up to greater levels of commitment to your company </li></ul></ul><ul><ul><li>Allows your sales team to focus attention on accounts with partners providing high value, while proactively assisting other partners & channels to manage the rest </li></ul></ul>
  25. 25. Typical 60 Day P.A.T.S. Project Time Line Initiate PATS Pilot Program Hire Partner Champion Beta Partner Meetings Develop Administrative Metrics & Feedback 60 Day Go Live Launch Decision Formal Tier 1 & 2 Partner Launch Formal Tier 1 Partner Recruitment Marketing Launch Additional Metrics & Feedback Hire Additional Alliances Personnel (TBD) Formal Tier 2 Partner Recruitment Launch Tier 3 Partner Rollout if applicable Staff Inside Sales Metrics & Feedback <ul><li>Total Project Rollout </li></ul><ul><ul><li>Approximately 12-15 months </li></ul></ul><ul><ul><li>Costs </li></ul></ul><ul><ul><li>People </li></ul></ul>Q1-09 Q2-09 Q3-09 Q4-09 Q1-09 Q2-09
  26. 26. For More Information Contact: Chuck Morse 774 266-0421 [email_address] Palladin Consulting Home Page

×