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Selecting the Appropriate
    Channel

The 3 Keys for Planning Your Channel Strategy


            Jeff Silbert
          ...
Order of Magnitude Group
                                          OoM Path
                                              ...
M5 Networks: $3 million to $23 million (’03 -‘08)




  “M5 is the clear leader” (Mark Winther, IDC)
  “M5 is the benchmar...
What Program(s) to Build?
Direct
   Internet/Affiliate

             Referral Partner

                    Channel
       ...
Key #1: What’s Important for your Client?




               Order of Magnitude Group   5
Key #2: What’s In It for the Partner?

     20,000
     18,000
     16,000
     14,000
     12,000
     10,000            ...
Key #3: What’s Important to You?




             Order of Magnitude Group   7
Thank You!




         Email jeff@oomgroup.com
             www.oomgroup.com
             Blog.oomgroup.com
             ...
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Selecting an Appropriate Channel Strategy

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Selecting an Appropriate Channel Strategy

  1. 1. Selecting the Appropriate Channel The 3 Keys for Planning Your Channel Strategy Jeff Silbert Managing Director and Founder Order of Magnitude Group
  2. 2. Order of Magnitude Group OoM Path 10x Your Current Path ?x x VALUATION VALUATION TODAY TODAY + 3 YEARS Order of Magnitude Group 2
  3. 3. M5 Networks: $3 million to $23 million (’03 -‘08) “M5 is the clear leader” (Mark Winther, IDC) “M5 is the benchmark for hosted VoIP services” (Jeff Pulver, PulverMedia) “the safe choice” (Frost & Sullivan) Order of Magnitude Group 3
  4. 4. What Program(s) to Build? Direct Internet/Affiliate Referral Partner Channel VAR White Label OEM Order of Magnitude Group 4
  5. 5. Key #1: What’s Important for your Client? Order of Magnitude Group 5
  6. 6. Key #2: What’s In It for the Partner? 20,000 18,000 16,000 14,000 12,000 10,000 Revenue(000) 8,000 Users 6,000 4,000 2,000 0 2005 2006 2007 2008 2009 Order of Magnitude Group 6
  7. 7. Key #3: What’s Important to You? Order of Magnitude Group 7
  8. 8. Thank You! Email jeff@oomgroup.com www.oomgroup.com Blog.oomgroup.com Twitter: JeffSilbert Order of Magnitude Group 8

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