Purechannels - An Overview


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purechannels offers strategic as well as operational channel-focused marketing services to IT vendors. We know about the channel and we are responsive, flexible and cost-effective. We are experienced in supporting all types of IT channels including the European SMB market, and are highly proficient in building best-of-breed CRM and PRM solutions and managing complex, multi-lingual and multi-media projects. We pride ourselves in being able to deliver all of the services and tools you need to achieve your channel objectives.

Our reputation is built on delivering your promises. Whenever we accept and commit to a project, we always finish it, as and per your brief. If the goalposts haven’t changed from your side, we will not ask you for more time or budget half-way through the execution and that's a promise! Above all, we are driven by results! We always work to meet or exceed your objectives, using ‘best-practice’ marketing tools and policies honed with years of experience. We are fanatical about ‘closing the loop’ on lead generation activities and ensuring that your marketing budget achieves the best return on investment possible.

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  • Identify which partners best address the needs of both you and your customers Calculate channel profitability for existing and potential partners and markets Build, segment and plan resources for a channel structure that achieves your objectives Evaluate, re-launch or develop effective no-nonsense partner programmes Understand the key motivators and needs of your target partners to build a channel proposition
  • Free your sales resources from channel development tasks Reduce your overheads through an outsourced channel development model Reach and engage with those ‘hard-to-reach’ partners and enter new sectors such as the illusive SMB market Provide your partners with training, on-going support, sales qualification, negotiation, and pipeline closure
  • Create measurable and effective lead generation campaigns Maximise the use of your channel marketing funds Drive partners to effectively market your company Implement and manage ‘closed-loop’ campaigns
  • Make your partners more loyal Create focus within your partner base Gain mindshare amongst your partners Reduce your loyalty scheme administrative costs
  • Intelligently manage thousands of partners in multiple locations Deploy effective lead distribution and deal registration systems Manage your ‘unmanaged channels’ Minimise channel conflict Create and utilise intelligence-based partner profiles Build and integrate an effective PRM strategy and solution
  • Identify exactly what your partners want to hear Create a two-way interaction with your partners Influence your partners in the right direction Reach your partners with the most appropriate medium Optimise your online presence to reach your target audience
  • Purechannels - An Overview

    1. 1. purechannels, an overview Presented by Olivier Choron Managing Director, purechannels
    2. 2. Agenda <ul><ul><li>A marketing partner with a difference </li></ul></ul><ul><ul><li>How to optimise your channels </li></ul></ul><ul><ul><ul><li>Channel Strategy </li></ul></ul></ul><ul><ul><ul><li>Channel Development </li></ul></ul></ul><ul><ul><ul><li>Channel Marketing </li></ul></ul></ul><ul><ul><ul><li>Channel Rewards </li></ul></ul></ul><ul><ul><ul><li>Partner Relationship Management </li></ul></ul></ul><ul><ul><ul><li>Channel Communications </li></ul></ul></ul><ul><ul><li>What we do and who for </li></ul></ul><ul><ul><li>Some of our work </li></ul></ul>
    3. 3. A marketing partner with a difference <ul><li>We are experts in… </li></ul><ul><li>Strategic and operational channel sales and marketing services including channel development and global programme creation, execution and management. </li></ul><ul><li>We understand how to achieve results by… </li></ul><ul><li>‘ Marketing to partners’ - channel marketing programmes </li></ul><ul><li>‘ Marketing with partners’ - sales tools and co-marketing services </li></ul><ul><li>‘ Marketing through partners’ - lead generation campaigns </li></ul>
    4. 4. About us <ul><li>Founded in 2003 as a global PRM consulting company </li></ul><ul><li>Branded as purechannels in 2006 driven by customer demand </li></ul><ul><li>Focused on the IT industry </li></ul><ul><li>Team of experienced Campaign Managers and Consultants supported by a trusted network of preferred suppliers </li></ul>
    5. 5. How to optimise your channels purechannels services Your channel objectives
    6. 6. Channel Strategy Channel Strategy Building the optimal channel through research, analysis and planning CHANNEL STRATEGY services from purechannels: • Strategic business & route-to-market review, assessment & channel structure planning • Profiling and mapping of key target markets and competitors • Financial / Point Of Sales (POS) transactional sales analysis • Partner research and focus groups • Channel business and marketing plan creation How purechannels helps you… your channels
    7. 7. Channel Development Channel Development Developing your channel through partner recruitment, engagement, enablement, sales process management & closure CHANNEL DEVELOPMENT services from purechannels: • Highly specialised and volume partner recruitment and engagement • Partner enablement through training, sales and marketing support • Pipeline development through account management and knowledge transfer • Partner programme creation, launch and management How purechannels helps you… your channels
    8. 8. Channel Marketing Channel Marketing Driving business growth through targeted and measurable channel marketing programmes <ul><li>CHANNEL MARKETING services from purechannels: </li></ul><ul><li>Brand development </li></ul><ul><li>End-user lead generation campaigns </li></ul><ul><li>Closed-loop campaign management </li></ul><ul><li>Virtual partner marketing resources </li></ul><ul><li>Marketing fund maximisation </li></ul>How purechannels helps you… your channels
    9. 9. Channel Rewards Channel Rewards Proactively reaching and influencing your sales channels <ul><li>CHANNEL REWARDS services from purechannels: </li></ul><ul><li>Debit card loyalty programmes with fully-branded VISA/Mastercard prepaid cards or ecards </li></ul><ul><li>Loyalty programme marketing and recruitment </li></ul><ul><li>Incentive and loyalty programme creation and management </li></ul>How purechannels helps you… your channels
    10. 10. Channel Relationship Management Partner Relationship Management Getting the most value from your partners through smart channel management tools <ul><li>PARTNER RELATIONSHIP MANAGEMENT services from purechannels: </li></ul><ul><li>PRM integration planning </li></ul><ul><li>Intelligence-based partner locator tools </li></ul><ul><li>Deal registration and lead management </li></ul><ul><li>Co-op and MDF management </li></ul><ul><li>Partner data management </li></ul>How purechannels helps you… your channels
    11. 11. Channel Communications Channel Communications Creating and delivering intelligent information through effective two-way partner communications <ul><li>CHANNEL COMMUNICATIONS services from purechannels: </li></ul><ul><li>Fully integrated campaigns including e-communications and direct mail </li></ul><ul><li>Co-branded programmes and impactful partner collateral </li></ul><ul><li>Website and partner portal creation and development </li></ul><ul><li>Multi-lingual, multi-version collateral and e-communications </li></ul><ul><li>SEO, PPC and Social Media tools and consultancy </li></ul>How purechannels helps you… with your channels
    12. 12. <ul><li>What we do… Who for… </li></ul><ul><li>Global PRM support, channel data </li></ul><ul><li>management, partner newsletters, partner </li></ul><ul><li>locator, surveys, certificates/plaques, etc. </li></ul><ul><li>PRM evaluations </li></ul><ul><li>Lead generation </li></ul><ul><li>Channel loyalty (VISA cards/ ecards) </li></ul>Some of our clients
    13. 13. <ul><li>What we do… Who for… </li></ul><ul><li>Partner programme review/ design </li></ul><ul><li>and partner recruitment </li></ul><ul><li>Collateral and others… </li></ul>Some of our clients
    14. 14. purechannels recruited over 300 partners for SHL in less than 3 months Some of our work: SHL
    15. 15. What they said… “ Even though we are in a niche market and the recruitment sector was new to us, purechannels immediately understood our objectives and helped to shape our vertical proposition in a very short space of time. We had a tight deadline and they worked brilliantly with our existing suppliers to manage a recruitment campaign which has resulted in nearly 300 new partners for us in around three months.” Sarah Bishop, Marketing Manager, SHL Some of our work: SHL
    16. 16. We generated 310 new partner leads in 20 days Some of our work: Steljes
    17. 17. What they said… “ The expertise, energy and skill of the purechannels campaign managers and in-house telemarketing team are second-to-none. From the outset they fully understood our business and its needs, and armed with that knowledge generated lead after lead after lead. Using integrated direct marketing tactics, this partner recruitment campaign has achieved staggering results, which are now converting into fruitful returns for our business. Sally Mortimer, Channel Marketing Manager, Steljes Limited Some of our work: Steljes
    18. 18. We created a new Partner Locator Tool using real-time data Some of our work: Trend Micro
    19. 19. What they said… “ With an inherent understanding of our business processes, purechannels took our brief and delivered beyond it in a very short space of time. Our new partner locator tool not only delivers clear, accurate and valuable partner information to the end user community, it also enables end users to find their most suitable partner very quickly and simply, which ultimately means new sales of Trend Micro products are more likely to be realised.” Karen Holland, Senior Manager, Partnership Programme Office, EMEA, Trend Micro Some of our work: Trend Micro
    20. 20. Thank you! For more information, contact Olivier Choron 01424 774925 / 07876 472461 [email_address]