Channel Success: Is Your Organization Ready? [Global Channel Partners Summit]


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Channel Success: Is Your Organization Ready? [Global Channel Partners Summit]

  1. 1. Channel Success:Is Your Organization Ready?Gerry GiulianoWorldwide Channel Support Manager
  2. 2. Today’s focus Worldwide challenges faced Defining partnership Defining success and setting the expectations Kodak’s channel vision Channel fundamentals What is needed to be successful? Questions?
  3. 3. Is your organization ready?Fierce competition is driving the need to …Align our business strategies and shift the focus from "you must ..." to"grow the pie"Identify and capture incremental revenue streamsSharpen focus on end customer segments and the breadth of solutionsthey requireTransition to new technology – seize the initiative and grow the businessEngage proactively in high quality, joint go-to-market and salesengagement planning
  4. 4. What are the challenges? Manufacturer Channel Partner Focus Focus •Understanding the channel’s •Generate demand business •Acquire, develop, retain •Loyalty of the partner customers •Attractive mutual value prop •Efficient marketing selling •Alignment of objectives, and servicing of customers strategies, actions •Cash flow, profitability •Efficient readiness of •Time to Market execution enabling of partner
  5. 5. What channel partners care about
  6. 6. Reasons for partnering
  7. 7. Definition of partnership Partnership Trust Shared Shared Innovation Innovation Agreed Agreed ROI ROI Knowledge Knowledge Goals Goals Focus on Focus on Bring “New Bring “New Shared vision Shared vision Short and long Short and long business business Value” to the Value” to the with clarity with clarity term return term return advantage advantage relationship relationship and focus and focus
  8. 8. What makes partnerships work? Clarity about…
  9. 9. Setting the right expectations
  10. 10. M an uf What is success? ac of ture Su r’s cc D es efi s nit io = n ?C ha nn of el’s Su D cc efi es nit s i on
  11. 11. Kodak’s Plan For The Future Global Profitable Sustainable Responsible
  12. 12. Our Business StrategyLead change in commercial print and publishing markets with digital printsolutions, while expanding and leveraging our leadership position in offsetDrive and accelerate long-term growth in sustainable printingBuild services portfolio to add value to enterprise content
  13. 13. Profitable and Sustainable Deposition-BasedBusinesses Digital Printing Evolving Printing Markets Mature with Growing Consumables & Services Large and Growing SegmentsCommercial Printing Packaging Print Annuity Based BusinessesTransform Analog Markets  Packaging (consumables & services)  Print (Marketing Collateral)  Sustained Printing Business Models with High  Publishing Gross Profit Functional PrintingMarket Size: >$23B  Smart Packaging Ability to Withstand Economic  Specialty Materials Cycles Content and Document Market Size: $50B - $70B Management Workflow Software Consumer Inkjet Supplies
  14. 14. Kodak’s channel vision Serve customers through strategic relationships with channel partners that complement our Go-to-Market strategy
  15. 15. Kodak’s key channel objectives Maximize customer and channel satisfaction Drive significant revenue and market share growth through Kodak channel partners Drive mutual commitment to the channel relationship Simple, repeatable execution To be a consistent, predictable and highly regarded vendor to our channel partners
  16. 16. Channel fundamentals Implement a framework to improve the relationship between Kodak and our Channel Partners
  17. 17. Top 10 channel “must haves” for success
  18. 18. Top 10 channel “must haves” for success Sales capability Ability to provide service • Market coverage • Field engineer capability • Graphic experience Strategic alignment • Channel commitment plan Channel reputation • Measure and evaluate progress • Robust business plan • Reputation in the market • Credit worthiness Sales expertise • Dedicated sales reps • Experience in market Good product fit • Existing customer base • Market and product synergy Marketing Ability to invest • Marketing dedicated to support sales • Training (Sales and Technical) • Joint programs with Kodak • Dedicated personnel • Demand Generation programs • Equipment and spare parts inventory • Demo room equipment Market attractiveness • Competitive Advantage
  19. 19. Selling Kodak products in the graphic artsBenefits:  Increased revenue  Customer loyalty  Sustained source of differentiation  Leverage Kodaks service & support  Education and training  Marketing programs and business development programs
  20. 20. © 2012, Eastman Kodak Company