The document summarizes Manthan's Partner+ program launch webinar. It introduces Manthan's Customer Analytics portfolio and the various partnership levels - Silver, Gold, and Platinum. It outlines the program's marketing support, training and certification requirements, and commercial benefits for systems integrators, VARs, and resellers. The webinar aims to onboard potential partners and provide next steps to join the program.

1. Partner+
Date: 5th November, 2014
Partner Program Launch Webinar
We succeed when we partner
Presenter:
Hillary Gaeth Ashton, Vice President, Customer Analytics
&
Neil Barman, Head of Alliances & Partner Programs, Customer Analytics

2. Contents
© 2014 Manthan
•Manthan - Introduction
•Partnership Scope – Customer Analytics Portfolio (CA)
•Partner Program Levels
•Co- Marketing
•Partner On-boarding
•Training & Certification
•Program Requirements
•Next Steps
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3. Worldwide Leader in Retail/CPG Analytics
2014
175+ Customers in 19 countries | AaaS | Switch On
2013
SaaS | Campaign Execution | Mobile Engagement
2012
100 Customers in 16 countries | eCommerce | Customer360 | Demand Signal Management
2011
StoreOps | Guided Analysis, Simulation and Write- Back
2010
Offices in US, Brazil, Europe, APAC | 400+ Associates
2009
50 Customers | Vendor Link | Fidelity Investment
2008
25 Customers | Customer Analytics | Analytics on Mobile Devices
10 Customers | Institutional Investors: IDG Ventures + DFJ (2007) | Merchandise Analytics (2005) + Finance Analytics (2006) | 200+ Associates
2003
The Perfect Storm of Retail, Technology, and Econometric Sciences | 10 Associates
Tech Innovation Award
3
© 2014 Manthan

4. Chief Analytics Officer for ….
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© 2014 Manthan

5. Contents
© 2014 Manthan
•Manthan - Introduction
•Partnership Scope – Customer Analytics Portfolio (CA)
•Partner Program Levels
•Co- Marketing
•Partner On-boarding
•Training & Certification
•Program Requirements
•Next Steps
5

6. customer360.manthan.com
See Customer360
in Action
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© 2014 Manthan

7. Customer360 – Built for Marketers
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Predict
Discover customer opportunities by analyzing their purchase needs, preferences and patterns
Personalize Engage with customers on a 1-1 basis with relevant messages via the right channel and at the right time
Profit
Measure the sales impact of personalized campaigns. Improve understanding of the customers by tracking and monitoring their response to campaigns
© 2014 Manthan

8. Customer360 - Integrated Solution
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Targeting and Personalization
Customer List Management
•List Generation
•Dynamic lists
•Segment merge/ purge/ dedup
Campaign Execution
•Business rule
•Triggered
•Scheduled
•On-demand
•Recurring
Engagement Channels
•Email
•SMS
•POS
•Mobile
•Social
•E-commerce
Algorithms
Clustering Churn Analysis Automated recommendation engine
RFM scoring Market Basket Analysis Campaign Propensity
Customer Lifetime Value
Analytical Views
Dashboards Know your Customer Loyalty Purchase Behavior
Product Mix Promotion Campaign Marketing Effectiveness
State-of-the art Data Model
© 2014 Manthan

9. Example use cases supported by Customer360
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© 2014 Manthan
Sophia
•Opt-in customer: has indicated categories of preference.
•“Potential new customer” segment
Sarah
•Shops perimeter
•Low frequency, shops 2 times per month
•“Secondary” segment
Holly
•Buys wide range of categories
•Lower than average market basket size
•“Value Shopper” segment
Emma
•Loyal shopper
•Visits the store every week and spends over $50 dollars each visit
•“All Star” segment
Joe
•Buys beer & TV Dinners
•Shops lower priced items pays full price
•At risk for churn
•“Entertainer” segment
Campaign to increase frequency
Churn Management Campaign
Campaign to increase monetary
Personalized retention campaign
Nurture and grow
campaign

10. Use Case example: How do I win Joe back?
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© 2014 Manthan
Metrics to track: Number of retained customers and campaign ROI
Conduct churn analysis to predict ‘lost’ or ‘at-risk of losing’ customers
At risk of churn ‘Retention’ campaign
Target Engage with series of communications (what’s new/ invites/ promotions/ offers) Continue to personalize each message based on ‘signals’ from Joe; until he makes a purchase
Analyze Study and predict Joe’s shopping preferences, purchase patterns
Re-engage Re-affirm engagement via 1-1 communication – deliver right message at the right time via the right channel
Churned
‘Win-back’
campaign

11. •Built for the Business users
•Marketing use-cases pre-built in the product, which eliminates the need for prior statistical/analytic knowledge
•OOTB algorithms for use cases and pre-configured default models
•Over 150 packaged analytic reports
•Out of the box predictive analytics
•Integrated marketing campaign execution capabilities
•Switch On
•Big Data technology innovation to radically reduce on-boarding and go-live time for BI applications. Customer360 goes live in weeks instead of months
•SaaS offering
•Provides scale-up/scale-down benefits quickly to meet clients growing needs
© 2014 Manthan
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Why clients buy Customer360?

12. Contents
© 2014 Manthan
•Manthan - Introduction
•Partnership Scope – Customer Analytics Portfolio (CA)
•Partner Program Levels
•Co- Marketing
•Partner On-boarding
•Training & Certification
•Program Requirements
•Next Steps
12

13. Partner Levels
•Silver - Just Refer:
Manthan offers a simple program that provides partners an incomparable commercial proposition for simply referring an opportunity to us.
•Gold - Assist Us:
Manthan commits to support/ help the Gold Partners at all the stages (sales, marketing, implementation and ongoing client support) wherever and whenever they require us.
•Platinum - You Lead:
Platinum partnership is the highest level of engagement of a partner where partner leads the Manthan sales.

14. Program Features – Sales & Marketing
SILVER
GOLD
PLATINUM
Partner Responsibilities
Lead Generation
Yes
Yes
Yes
Sales Cycle
Only introduction. Rest will be handled by Manthan
To handle with support from Manthan
To handle independently
Nominate a sales person
No
Yes
Yes
Nominate a pre-sales person
No
No
Yes
Handle product demos
No
No
Yes
Market development activities
No
Yes
Yes
Target commitment
No
Yes
Yes
Support from Manthan
Sales Training
5 hours
15 hours
15 hours
Product Training
No
15 hours
25 hours
Demo instance on cloud
No
On need basis
Separate, exclusive
Co-branded Marketing Collateral
No
Yes
Yes
Co-Marketing Programs
No
Yes
Yes
Partner Portal access
Yes
Yes
Yes

15. Program Features – Deployment & after sales support
SILVER
GOLD
PLATINUM
Partner Responsibilities
Product deployment
No
Partner Leads; Manthan supports
Partner Leads, No support from Manthan
Client service training and business support
No
Partner Leads; Manthan supports
Partner Leads, No support from Manthan
Ongoing product support
No
Partner Leads; Manthan supports
Partner Leads, No support from Manthan
Nominate a functional consultant
No
Yes (?)
Yes
Nominate product support
Yes (?)
Yes
Support from Manthan
On-going product training
No
10 hours per quarter
20 hours per quarter
Monthly Opportunity Meets
No
Yes
Yes
Manthan Salesforce Access
No
Yes
Yes

16. Contents
© 2014 Manthan
•Manthan - Introduction
•Partnership Scope – Customer Analytics Portfolio (CA)
•Partner Program Levels
•Co- Marketing
•Partner On-boarding
•Training & Certification
•Program Requirements
•Next Steps
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17. Co-Marketing Overview
Partner Type
Marketing Support
Reseller
•Listing on Partner+ Webpage
•Creative for Co-branded email templates, banner-ads
System Integrator
In addition to the items listed in the above section
•Co-branded collateral – Creatives with partner logo and contact details on Brochures, handouts and presentations
•Co-sponsoring of 3rd party event participation: Manthan will part fund event expenses and provide logistical support for speakers, expo booth etc.
•Targeted co-branded email campaigns – Manthan will drive all logistics for the campaign
•Press Releases – Manthan will support PR engagements of joint Client Wins and promote on Corporate webpage
Marketing Consultant
In addition to the items listed in above two sections
•Co-presented Webinar: Manthan will drive all logistics for the webinar
•Thought leadership content: Manthan will support the creation and promotion of the Whitepapers and blogs

18. •Manthan - Introduction
•Partnership Scope – Customer Analytics Portfolio (CA)
•Partner Program Levels
•Co- Marketing
•Partner On-boarding
•Training & Certification
•Program Requirements
•Next Steps
Contents
© 2014 Manthan
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19. •Upon activation of partnership, Manthan partner alliance manager will initiate an on-boarding process with your sales and technical teams
•Sessions will be a combination of in-person meetings and online virtual meetings
•Welcome Kit:
•At the start of the engagement, a welcome kit on sales process will be shared. This includes:
•Account prospecting and qualification criteria
•Competitive landscape
•Sales and product collaterals
•Technical Support:
•Upon completion of the sales training, partner sales teams will have access to following Manthan systems:
•Online training portal – training documents, product demos & recordings
•Online product demo-site access
•Salesforce.com
© 2014 Manthan
Partner Onboarding (1 of 2)
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20. •Marketing
•Standard Manthan collaterals (examples include: product spec sheet, business spec sheet, case studies) may be downloaded freely from Partner portal site. Print copies available for a minimal fee
•Partners can seek support from Manthan marketing team for co-branding or lead acquisition opportunities (e.g. Seek Manthan marketing support for product messaging and positioning at events, conferences).
•Level of support can be determined, basis of mutual agreement of common business plan
•Communication & PR efforts
•Upon activation of partnership, Manthan will update its website with partner company logo and description of partner business
•Partners will also receive quarterly updates on product releases, relevant industry news and new content that you can share with prospects
•Partnership announcements will be made via internal and external press releases
© 2014 Manthan
Partner Onboarding (2 of 2)
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21. •Manthan - Introduction
•Partnership Scope – Customer Analytics Portfolio (CA)
•Partner Program Levels
•Co- Marketing
•Partner On-boarding
•Training & Certification
•Program Requirements
•Next Steps
Contents
© 2014 Manthan
21

22. •Several formats of training will be offered basis of the level of partnership. Formats included:
•In-person training led by Manthan instructor
•Virtual meetings
•Access to online Manthan content via portal
•Sales and Marketing
•Comprehensive sales-training in different formats will be provided. This includes training on: product pitch, product demo, available product packages, pricing considerations
•Technical
•Technical training includes: product architecture, feature/functionality, security, data requirements, client on-boarding considerations
•Post-sales, product implementation training will be offered at Manthan site
© 2014 Manthan
Training & Certification (1 of 2)
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23. •Certification formats:
•Certification criteria:
•Upon successful completion of training, and
•Assessment by Manthan instructor
•Certification frequency:
•Certification at the end of the induction cycle
•Quarterly certification renewal
© 2014 Manthan
Training & Certification (2 of 2)
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SILVER
GOLD
PLATINUM
Sales training
No
Yes
Yes
Marketing training
No
Yes
Yes
Product deployment training
No
Yes
Yes
Product support training
No
Yes
Yes

24. Contents
© 2014 Manthan
24
•Manthan - Introduction
•Partnership Scope – Customer Analytics Portfolio (CA)
•Partner Program Levels
•Co- Marketing
•Partner On-boarding
•Training & Certification
•Program Requirements
•Next Steps

25. •Partner Agreement:
•Partners would be required to execute and sign a Manthan Partner Agreement
•Sales and technical staffing:
•Partners will be required to have minimum levels of staff to support the partnership
•Staffing requirements will be determined based on the program levels and will be outlined in the partner agreement
•Training and certification:
•Sales and technical team will be required to complete training – from on- boarding to review product fundamentals and continuing throughout the partnership
•Based on level of the program, a certain number of technical staff will be required to complete certification training on product deployment and client support
•Partner PoC:
•Partners will be required to assign a relationship manager that will be Manthan’s point of contact for partner communications. Similarly, Manthan will assign a dedicated partner alliance manager
© 2014 Manthan
Partner Requirements (1 of 2)
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26. •Opportunity management process:
•All leads and opportunities need to be registered and tracked within Manthan’s Salesforce to reduce risk of conflicts
•Annual Business Plan
•Partners would be required to share an annual business plan prepared in collaboration with Manthan to establish quarterly and annual goals on the following aspects:
•Staffing: Number of sales and technical resources supporting Manthan business
•Marketing: Customer demand and acquisition activities
•Expertise: Number of sales and technical resources certified for Manthan product sales, deployment and support
•Monthly business updates:
•Partners would be required to provide monthly updates to Manthan on sales, marketing, deployment updates
•Purpose is to provide visibility and identify areas where Manthan can provide support
© 2014 Manthan
Partner Requirements (2 of 2)
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27. Program Benefits
Features
SI
VAR
Reseller
General
Subscription agreement
Between Manthan and Customer
Setup and on-boarding
Partner
Partner
Manthan
Managed Services
Partner
Manthan
Manthan
Consulting
Partner
Manthan
Manthan
Commercials
Type/Level
Platinum
Gold
Silver
SI
30%*
20%
10%
VAR / Consultant
30%
20%*
10%
Reseller
NA
NA
10%
*The recommended partner level for consultant is platinum and for VAR/SI is Gold

28. Contents
© 2014 Manthan
28
•Manthan - Introduction
•Partnership Scope – Customer Analytics Portfolio (CA)
•Partner Program Levels
•Co- Marketing
•Partner On-boarding
•Training & Certification
•Program Requirements
•Next Steps

29. •Send you “Partner Feedback Form”
•Reach out to you to schedule a 1-on-1 discussion to answer your queries and discuss our interest with Partner+ program.
Please reach us with any questions/queries/feedback, you have regarding
“Partner+” program at :
Email:
nilanjan.barman@manthan.com
dhanya.b@manthan.com
sanjay.kupae@manthan.com
Call:
+1- 567- 252- 5605 [US]
+91 - 080- 6717- 1995 [India]
Web: www.customer360.manthan.com/partners
© 2014 Manthan
Next Steps
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30. © 2014 Manthan
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