1.
Framework
of
Common
Value
Creation
for
Global
Partners
4.1
Framework
for
co-­‐sales
between
AI/AIESEC
Entity
Definition
of
co-­‐sales:
Sales
done
in
collaboration
between
AI
and
an
AIESEC
entity
to
sell
the
global
products
within
that
entity’s
country.
• AI
can
approach
an
AIESEC
entity
or
vice
versa
to
work
together
to
close
a
prospective
global
partner,
whether
or
not
there
is
a
current
national
partnership.
• If
new
co-­‐sales
(no
current
national
partnership)
is
done
in
the
home
market
of
the
AIESEC
entity,
then
that
entity
has
the
option
to
keep
the
part
of
TNs
associated
with
“new
sales”
for
that
GEP.
See
Option
B
in
GEP
Delivery
Models
Definition.
• Any
TNs
associated
with
a
co-­‐sale
realized
in
another
country
will
be
delivered
by
AI,
this
can
be
altered
at
AI’s
discretion.
See
GEP
Delivery
Models
Definition
A
&
C.
• If
there
is
a
current
national
partnership,
co-­‐sales
would
follow
the
framework
outlined
in
‘Upscaling
of
Current
National
Partners
to
Global
Partners’
4.2
Upscaling
of
Current
National
Partners
to
Global
Partners
Definition
of
a
significant
national
partner
(LC
or
MC
Level):
Any
company
that
represent
5%
of
the
budget
or/and
have
currently
minimum
5
TNs
realized
per
year.
• When
a
national
partner
is
significant,
the
AIESEC
entity
has
the
option
to
retain
100%
of
its
current
partnership.
The
TNs
raised
in
other
AIESEC
entities
with
that
company
will
be
delivered
by
AI.
• When
a
national
partner
is
not
significant,
AI
will
implement
its
GEP
model
(See
GEP
Delivery
Models
Definition)
in
all
the
countries
the
company
is
partnering,
including
the
origin
of
the
partnership.
• AI
needs
to
proactively
understand
the
national
partnership
which
global
partnerships
will
affect;
AI
cannot
make
decisions
that
could
be
reasoned
to
negatively
affect
a
current
partnership.
4.3
GEP
Delivery
Models
Definition
Model
Global
Sourcing/
Visa/
Reception/
Delivery
Account
Type
Promotion
Matching
Legality
Housing
Follow
Up
Management
A
AI
AI
MC
MC
MC
AI
B
AI
MC
MC
MC
MC
AI
C
AI
Company
(i.e.
GC)
MC
MC
MC
AI
*A:
Direct
sales
by
AI,
Upscaling
non-­‐significant
national
partners
*B:
Co-­‐sales,
Upscaling
significant
national
partners
*C:
Direct
sales
by
AI,
Upscaling
non-­‐significant
national
partners
Recommendations
for
Implementation
AI
• When
entering
a
market
for
sales,
always
approach
the
MC
about
co-­‐sales.
• When
co-­‐selling,
outline
expectations
and
implications
for
the
relationship
with
the
MC.
• Review
the
current
contract
between
AI
and
MCs
to
verify
expectations
and
minimum
deliverables
for
GEPs.
Global
Plenary
• Inform
AI
about
national
partnership
that
may
be
affected
by
the
new
GEP
model.
Entities
delivering
• Be
aware
of
options
involved
co-­‐sales
and
upselling
significant
partnerships.
Understand
the
various
implications
at
all
levels:
exchange
responsibilities,
financial
implications,
etc.
Global
ER
Principles
Strategic
Meeting
–
Dec
2012