Partner Channel Development in Russia and Eastern Europe

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Learn how to get a foot in the door in the Eastern European and Russian markets and expand your distribution channels. Explore how to minimize the risks and investments associated with building partner channels, as well as increase operational efficiencies, and keep focused on core business initiatives.

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Partner Channel Development and Managementin Russia and Eastern Europe Copyright © FeedAbo | CONFIDENTIAL

FeedAbo: Fact Sheet Headquartered in Sunnyvale, CA Core operations in Eastern Europe (Minsk, Belarus) Specialist in sales channel recruitment and channel management in Eastern European and Russian markets FeedAbo serves only technology vendors with complex products, long sales cycles and mature partner programs The 150+ team of developers and consultants of FeedAbo’s parent company are capable of supporting large implementations in Russia and Eastern Europe Proprietary, in-house reseller prospecting database of 1,000+ of the largest systems integrators in Russia and Eastern Europe Copyright © FeedAbo | CONFIDENTIAL 2

Entering New Markets is Challenging Need to Enter Global Markets Cost-Effectively Ratio of Tier 1 is 1:10 Executive Team Is Still Busy Developing the “Easy” Local Market New Market Goals Recruit 1-3 Tier 1 Partners Demonstrate ROI Access partners’ existing customer base Losing Tier 1 Partners due to Lack of Focus and Commitment Enabling Partners to Sell Reduce Time-to-Launch For Channel Sales Programs Limited Resources to Perform Partner Recruitment and Support Copyright © FeedAbo | CONFIDENTIAL 3

Nurturing Partner Network is Challenging 20:80 Channel Coverage Dilemma Copyright © FeedAbo | CONFIDENTIAL 4

Channel Management Disconnects Copyright © FeedAbo | CONFIDENTIAL 5 Partners feel ignored and unmanaged as channel marketing and channel sales efforts are disconnected

FeedAbo solution: partner lifecycle management Copyright © FeedAbo | CONFIDENTIAL 6

FeedAbo Channel Development Services in Eastern Europe and Russia Copyright © FeedAbo | CONFIDENTIAL 7

Lead Generation for Partners Copyright © FeedAbo | CONFIDENTIAL 8

Engagement Models FeedAbo Goals: Engage only with customers that achieved a certain channel development and marketing process maturity (e.g. have quality marketing offers, processes, lead scoring in place) To develop short-term tactical relationships into long-term strategic relationships To help clients absorb regional team and set up their own office, when ready (BOT - build, operate, transfer) CONTACT US: Tel: +1(408) 705-4666 Skype: incantonata email: natalia.u@feedabo.com http://www.linkedin.com/in/nataliausenia http://twitter.com/NataliaUseniawww.feedabo.com Experts in One big emerging market Copyright © FeedAbo | CONFIDENTIAL FeedAbo supports these business models Pay per Performance Managed Local Team & Build, Operate, Transfer 9

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Partner Channel Development in Russia and Eastern Europe

2. FeedAbo: Fact Sheet Headquartered in Sunnyvale, CA Core operations in Eastern Europe (Minsk, Belarus) Specialist in sales channel recruitment and channel management in Eastern European and Russian markets FeedAbo serves only technology vendors with complex products, long sales cycles and mature partner programs The 150+ team of developers and consultants of FeedAbo’s parent company are capable of supporting large implementations in Russia and Eastern Europe Proprietary, in-house reseller prospecting database of 1,000+ of the largest systems integrators in Russia and Eastern Europe Copyright © FeedAbo | CONFIDENTIAL 2

3. Entering New Markets is Challenging Need to Enter Global Markets Cost-Effectively Ratio of Tier 1 is 1:10 Executive Team Is Still Busy Developing the “Easy” Local Market New Market Goals Recruit 1-3 Tier 1 Partners Demonstrate ROI Access partners’ existing customer base Losing Tier 1 Partners due to Lack of Focus and Commitment Enabling Partners to Sell Reduce Time-to-Launch For Channel Sales Programs Limited Resources to Perform Partner Recruitment and Support Copyright © FeedAbo | CONFIDENTIAL 3

9. Engagement Models FeedAbo Goals: Engage only with customers that achieved a certain channel development and marketing process maturity (e.g. have quality marketing offers, processes, lead scoring in place) To develop short-term tactical relationships into long-term strategic relationships To help clients absorb regional team and set up their own office, when ready (BOT - build, operate, transfer) CONTACT US: Tel: +1(408) 705-4666 Skype: incantonata email: natalia.u@feedabo.com http://www.linkedin.com/in/nataliausenia http://twitter.com/NataliaUseniawww.feedabo.com Experts in One big emerging market Copyright © FeedAbo | CONFIDENTIAL FeedAbo supports these business models Pay per Performance Managed Local Team & Build, Operate, Transfer 9

Partner Channel Development in Russia and Eastern Europe

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