Are you benefiting as much as you think you should from your vendor-partner relationships? Why do some vendors seem more responsive, while others may dismiss you out of hand? Do your competitors seem to get better treatment from vendors? See what you can do to make your vendor partnerships a more profitable investment of your time and resources. Find out how you can structure your business operations, set goals, and invest in vendor relationships that result in successful partnering. Presenters from this CompTIA EMEA Conference session include Frank Raimondi, WW Channel Alliance Manager, Intel; Ed Bodiam, CEO, Haladon Technologies; Dr. Alistair Forbes, General Manager, LogicNow; and Paul Tomlinson, Managing Director, Mirus IT Solutions. Access the full EMEA Conference information from CompTIA at http://www.comptia.org/emea/agenda or access CompTIA's suite of education and research at www.comptia.org.

1. Maximising
Your
Partner
Opportuni7es
to
Grow
Your
Business
A
brief
overview,
followed
by
a
panel
discussion
of
Frank
Raimondi
WW
Channel
Alliance
Manager,
Intel
frank.raimondi@intel.com
Partners
&
Vendors

2. Tools for Winning In A Partnership
Utilize the engines available to promote your products/solutions
Promote the Intel Technologies you’re using
Support the health and growth of Intel Technology Providers
Drive Alignment for Sales Enablement
Distribution Marketing
Intel
Channel Alliances
& Solutions/
Services Marketing
Events
Incentives
Intel Sales
Integration Intel BU
Coordination & Co-
Marketing
Partner Training
Intel® Technology Provider Intel Confidential - Do Not Forward

3. Channel Alliances – Integrating into program benefits
Key Relationships
• Connecting large and small alliance partners
Reach: Channel Engagement & Communications
• Inteltechnologyprovider.com
• Feature Topics, Emails, Promotions
Driving Sales: Intel Engagement
• Field, Online Sales Group, Agency
Loyalty: Points
• Loyalty / incentive program
- Earn points
- Buy product
Partner Training
• On-Demand
• Webinars
Partner Events
• Intel Solutions Summit
• Technical Solutions Training (TST) & Intel Channel Conference (ICC)
• Channel Alliance Summits
Vertical Market GTM
• Education, HIT, IOT
Distributor Marketing
• Co-marketing, Bridge, Incentives, Training
Intel® Technology
Provider

4. Intel® Technology Provider
Your solutions. Our technology.
Smarter together.

5. Intel® Technology Provider
Are you delivering the
technology that runs
the world?
Don’t go it alone.
Get the most out of partnership with
Intel® Technology Provider

6. 6
Reaching Our Reseller Partners:
Intel® Technology Provider Program
PLATINUM
Partners
2.5k+
Members
GOLD
Partners
29k+
Members
REGISTERED
Partners
105K Members
Points
Partner Events
Training
Account
Management
Website
and
Newsle>ers
Third-­‐party
lead-­‐generaCon
Multiple Influence Points, Creating Multiple Opportunities
for OEM/Intel Collaboration to Reach Resellers
Reseller
Focus
INTEL CONFIDENTIAL – NDA Required

7. How We Reach Partners
WEBSITE AND
NEWSLETTER
S
TRAINING
Reseller Channel
Organization
PARTNER
EVENTS POINTS ACCOUNT
MANAGEMENT SUPPORT
INTEL® TECHNOLOGY
PROVIDERS
SALES & MKTG
TOOLS
Intel® Technology Provider Intel Confidential - Do Not Forward
7

8. A program designed for you
You get the support, expertise and recognition you need to
succeed in a fast-moving global marketplace
RECOGNITION
EXPERTISE
SUPPORT
Intel® Technology Provider Intel Confidential - NDA only
8
INTEL®
TECHNOLOGY
PROVIDER
Be recognized for the
business you do
with Intel
Become a trusted
advisor to your
customers
Build your business
with technical and
marketing services

9. What do I get?
Intel® Technology Provider Intel Confidential - NDA only
9
• Marketing materials
• Training
• Web site
• Points
• Events
• Gold partner materials
• Account management
• Platinum-only events
REGISTERED
GOLD
PLATINUM
Plus many more benefits…

10. Quick
Start
to
Profitable
Partnering
in
the
IT
Channel

11. ©2014
CompTIA
ProperCes,
LLC.
All
Rights
Reserved.
|
CompTIA.org
Quick
Start
Agenda
Overview
Strategy
#1:
Understand
the
organizaCon
Strategy
#2:
Think
like
a
vendor
Strategy
#3:
Work
the
partner
program(s)
Strategy
#4:
Manage
conflict
Strategy
#5:
Align
roles
Strategy
#6:
Evaluate
the
partnerships
11

12. Strategy
#2:
Think
like
a
vendor
12

13. ©2014
CompTIA
ProperCes,
LLC.
All
Rights
Reserved.
|
CompTIA.org
The
80/20
rule
13
PARTNERS
CHANNEL
REVENUE
20%
80%
80%
20%

14. ©2014
CompTIA
ProperCes,
LLC.
All
Rights
Reserved.
|
CompTIA.org
Partner
performance
measures
§ Sales
Volume
§ Sales
Capacity
§ Service
Capacity
§ Lead
GeneraCon,
Pass-­‐Through
&
Close
Rates
§ Accounts
Under
Management
§ A>ached
Sales
&
Average
Sale
Value
§ Costs
of
Sales/Profitability
§ CerCficaCons:
Technical
&
Sales
§ SpecializaCons
§ MarkeCng
§ Deal
RegistraCon
&
Teaming
Agreements
14

15. Strategy
#3:
Work
the
partner
program(s)
15

16. ©2014
CompTIA
ProperCes,
LLC.
All
Rights
Reserved.
|
CompTIA.org
Partner
levels
and
resources
16
Best
Be>er
Tiering
channel
programs
prioriCze
resources
so
that
most
effecCve/strongest
partners
receive
greater
support
and
rewards.
Good

17. Market
Development
Funds
(MDF)
Free
or
discounted
services
for
partner’s
own
operaCons
©2014
CompTIA
ProperCes,
LLC.
All
Rights
Reserved.
|
CompTIA.org
Program
characteris7cs
&
benefits
17
Technical
Support
Presales
Support
Lead
GeneraCon
Free
or
deeply
discounted
equipment/product
Deal
RegistraCon
Co-­‐Op
AdverCsing
Back-­‐end
incenCves
such
as
rebates
and
spiffs
Priority
access
to
technical,
engineering,
and
sales
support

18. Strategy
#6:
Evaluate
the
partnerships
18

19. criteria
for
evaluaCng
©2014
CompTIA
ProperCes,
LLC.
All
Rights
Reserved.
|
CompTIA.org
A
process
for
partner
evalua7on
19
Establish
a
baseline
of
all
your
partnerships.
IdenCfy
strategic
partners
criCcal
to
your
performance.
Define
Create
a
system
for
raCng
each
vendor
against
the
criteria.
partners.
1
2
3
4

20. ©2014
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ProperCes,
LLC.
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Rights
Reserved.
|
CompTIA.org
Welcome
Our
Panellists
20
• Ed
Bodiam,
CEO,
Haladon
Technologies
• Dr.
Alistair
Forbes,
General
Manager,
LogicNow
• Paul
Tomlinson,
Managing
Director,
Mirus
IT
SoluCons

21. ©2014
CompTIA
ProperCes,
LLC.
All
Rights
Reserved.
|
CompTIA.org
Up
Next
21
§ 15.00
–
Networking
Break
in
the
Exhibit
Hall
– 5th
floor
Mountba>en
Lounge
§ 15.45
–
Closing
Keynote:
Jez
Rose,
The
Behaviour
Expert
– 6th
floor
Mountba>en
Room
§ 16.45
–
Closing
RecepCon
– 5th
floor
Mountba>en
Lounge

22. THANK
YOU!