This document outlines an individual's role covering depth and breadth of coverage and revenue, channel operations, team management, transaction management and quarterly closing, business development, spokesperson activities, and audits. Their responsibilities include focusing on key systems integrators, growing the partner network, managing partner programs, aligning sales teams, driving transactions and renewals, exploring new business areas, serving as a company spokesperson, and improving tracking of revenue goals.

1. My Role
Sept 2009

2. Coverage & Revenue – Depth
• SI focus: Wipro; TCS; HCL
– SI Engagement Framework
– Review FY 11 Plan & Track Execution.
– Improve Pipeline /Bid Participation
– Drive new initiatives
– Executive Engagement
• GSP Coverage
– Joint Solutions Approach
– Map of the orgs
– Order mgmt
• Focus Partners
– Building Capacity: Anchors, Loyalist & Transactional
– Guideline for “Inducting – Incubating – Operating” new partners
– Create & Review Partner Business Plans
– New Programs & their Adoption
– Stars, Cash Cows, Weeds, Game Changers/Quest Marks

3. Coverage & Revenue – Breadth
• Distributor Led Sales:
• Multiply Channel Breadth & Create Stickiness
• Monitor RFY (Reach / Frequency / Yield)
– SMB & White Space coverage
– Enhancing Partner & Geo Coverage
– Exploring Alternate Routes to Mkt
– Value Distribution for Mkt Creation
– Improving First time ordering/fulfilment
– Competitive Intelligence
• Coverage: Other Misc. areas
– Interface with APJ & Reporting
– ExSP, MSP, System Builder Program, OeM
– Reporting & Trend Analysis
– Communications: Internal & External
– Administrative work/ Audits

4. Channel Operations
• Partner Program
– Enablement Calendar
– Driving Deal Registration; Accreditations; Specialization; Channel Loyalty Programs
– Effective Utilization of Funds: PDF/MDF/Rebates
– Develop/Redefine Partner Program from Scratch
– Channel Policy’s/Program Queries from Regions
– Partner NPS & Detractor Follow up
– Managed Effective Partner Rebating
 Hygiene
 Adoption of Rules of Engagement
 Order Follow up & Processing
 Credit Management with Distys
 Support Issues
 Anti-Piracy

5. Team Mgmt
 Alignment with Country Number & Internal Sales
 Maintain balance
 Coaching & Mentoring Staff
 CAM role & responsibility defination
 Framework to engage with Depth Partners
 Align CAM Objectives
SMART goals
Metric to measure progress
 Support in developing Business Pitches
 Exec Mapping with Alliance Mgrs
 Business Development
 Order Mgmt

6. Transaction Mgmt & Qtr Closing
 Bid Mgmt
 Maximize Coverage
 Increase Pie per Partner
 Order Mgmt
 Credit control
 Closures
 Volume Analysis
 RFY: Reach; Frequency; Yield
 Disty based operations
 Focused Partner returns
 Call out Engines
 Partner Reach out
 Market Reach out
 Renewal Reach Out

7. Business Development
 Courting Industry Influencers
 Mapping Consulting Firms
 New Business Areas
Emerging Partners
Geos/Verticals
Jt Solutions & Bundles
 Lead Generation
Question Marks
% Rev of Abhays Pie
Partner
Potential
Stars
Cash Cows
Weeds

8. Spokesperson & Campaigns
Spokesperson
Channel Updates
Improve Visibility
Speaking @ Public Forums
 Evangelizing in Partner Events
Campaigns
PR campaigns with Partners
Enablement Calendar
SPP
Launch events
Offsites/Trips themes

9. 9
Audit: Improving Track Speed
 Monthly Rev Track
 Revenue per Qtr
 Number of deals
 Account Commitment
 Have we mapped 50% of our NAM list with Partner List
 Did we include new accounts in NAM list
 Vertical Discussion and Engagement
 Reference-customer architecture
 Customer focus groups
 Are we getting there?
 Business Plan Sign Off
 Manpower goaled on Symc business
 Joint Solutions/Bundling
 Price List inclusion
 Success Stories Announcements'
 Landing pages/micro sites
 Sales-tools/kit
 Demand-generation plans
 Messaging briefs to SI mgmt and team
 Focused Email campaigns
 Marketing Campaigns

10. Team Leader