"Over 50% of acquisitions had prior partnership relationships!"
Whether you are seeking to be acquired or to partner for revenue growth, the process is similar, a Partnering Process.
Better to be approached to be bought than to actively sell your company.
How do you do it?
Want to grow the 'Strategic Value' of your business?
Learn how to Increase your: ● Attractiveness ● Potential ● Revenue growth
While increasing your shareholder value!
Fortune 500 - Global Sales Challenges SurveyAndyMoorhouse
Our recent Global Sales Challenges Survey highlights the biggest problems facing sales leaders today. One of them is the rise of procurement – but at a higher level, the problems with procurement stem from a lack of early executive engagement; ‘selling’ after the RFP has been received; and most importantly, the inability of the sales person to quantify their actual business value.
Fortune 500 performance on developing a ‘value calculator’ (value quantification tool) is the lowest scoring area in the survey.
The three biggest sales capability gaps can be summarised as:
1. Lack of early involvement (before the RFP) and influencing executive decision makers
2. Changing behaviour of sellers from information providers into value creators
3. Quantifying the value created and demonstrating a tangible ROI.
These high level challenges run across all Fortune 500 companies in the sample.
14 steps to build a professional reseller partner programDaniel Nilsson
Learn how to sell and promote your product / solution efficiently through a reseller partner network. The presentation gives you 14 detailed steps on how to build your own professional reseller partner program including tips and tools.
I created this presentation after doing extensive research on how to create professional partner programs. The data I have reviewed are from marketing experts, Gartner, reports, vendors and my own personal experience building several global partner programs.
The purpose of the presentation is to share my conclusions on how to build a successful partner program that works for any type of organization.
Please feel welcome to share your thoughts, insights or comments. I love feedback. You can send an email to info@daniel-one.com or visit my webpage www.daniel-one.com. I look forward to hear from you.
Some pictures can be a bit blurry when you view the presentation directly from the web. To see a high quality version of the presentation simply download it. If you have any questions please don't hesitate to contact me at www.daniel-one.com
How do you choose the right channel incentives to match your strategy and accomplish your organizational goals? Is it science? Is it art?
In this presentation, Dan Overgaag, Principal for The Spur Group, Rod Baptie, Founder of Channel Focus/ Baptie & Co, and Steven Kellam VP of Global Alliances at 360insights shared and discussed a framework for how to choose and implement the right channel program to achieve transformational goals.
Channel Transformation & The Role of Incentives360insights
How do you go about designing effective incentive programs that incorporate best practices, achieve transformational goals and positively impact channel behavior? At our recent webinar, Channel Transformation: Influencing Behavior with Incentives, presenters, Maria Chien, Service Director, Channel Marketing Strategies @SiriusDecisions, Lisa Penn, Chief of Staff, Global Partner Marketing @SAP, and Steve Kellam, VP of Global Alliances @360insights outline key tactics on how to do this.
For an updated version of this presentation: https://www.slideshare.net/clearaction/marketing-operations-mobilizing-marketing-for-a-web-20-world-127189840
A sneak preview of my latest thinking, in which I parallel Web 2.0 and Marketing Operations. I have not presented this work live as of 5/11/09.
See https://ClearAction.com
Fortune 500 - Global Sales Challenges SurveyAndyMoorhouse
Our recent Global Sales Challenges Survey highlights the biggest problems facing sales leaders today. One of them is the rise of procurement – but at a higher level, the problems with procurement stem from a lack of early executive engagement; ‘selling’ after the RFP has been received; and most importantly, the inability of the sales person to quantify their actual business value.
Fortune 500 performance on developing a ‘value calculator’ (value quantification tool) is the lowest scoring area in the survey.
The three biggest sales capability gaps can be summarised as:
1. Lack of early involvement (before the RFP) and influencing executive decision makers
2. Changing behaviour of sellers from information providers into value creators
3. Quantifying the value created and demonstrating a tangible ROI.
These high level challenges run across all Fortune 500 companies in the sample.
14 steps to build a professional reseller partner programDaniel Nilsson
Learn how to sell and promote your product / solution efficiently through a reseller partner network. The presentation gives you 14 detailed steps on how to build your own professional reseller partner program including tips and tools.
I created this presentation after doing extensive research on how to create professional partner programs. The data I have reviewed are from marketing experts, Gartner, reports, vendors and my own personal experience building several global partner programs.
The purpose of the presentation is to share my conclusions on how to build a successful partner program that works for any type of organization.
Please feel welcome to share your thoughts, insights or comments. I love feedback. You can send an email to info@daniel-one.com or visit my webpage www.daniel-one.com. I look forward to hear from you.
Some pictures can be a bit blurry when you view the presentation directly from the web. To see a high quality version of the presentation simply download it. If you have any questions please don't hesitate to contact me at www.daniel-one.com
How do you choose the right channel incentives to match your strategy and accomplish your organizational goals? Is it science? Is it art?
In this presentation, Dan Overgaag, Principal for The Spur Group, Rod Baptie, Founder of Channel Focus/ Baptie & Co, and Steven Kellam VP of Global Alliances at 360insights shared and discussed a framework for how to choose and implement the right channel program to achieve transformational goals.
Channel Transformation & The Role of Incentives360insights
How do you go about designing effective incentive programs that incorporate best practices, achieve transformational goals and positively impact channel behavior? At our recent webinar, Channel Transformation: Influencing Behavior with Incentives, presenters, Maria Chien, Service Director, Channel Marketing Strategies @SiriusDecisions, Lisa Penn, Chief of Staff, Global Partner Marketing @SAP, and Steve Kellam, VP of Global Alliances @360insights outline key tactics on how to do this.
For an updated version of this presentation: https://www.slideshare.net/clearaction/marketing-operations-mobilizing-marketing-for-a-web-20-world-127189840
A sneak preview of my latest thinking, in which I parallel Web 2.0 and Marketing Operations. I have not presented this work live as of 5/11/09.
See https://ClearAction.com
So, you want to partner with SAP. Are you ready?
So, you have a great product and proposition growing globally
and now you are ready to partner with SAP.
What does it take to get your product sold by SAP?
What does it take to become a SAP Partner?
SAP is the third largest software company in the World with over 320,000 customers and more than 17,000 partners.
What Will You Learn?
● What does it take to partner with SAP?
● What does SAP look for in the product partner companies? How do they evaluate partners?
● How is SAP structured? Can it truly be a global partner for your business?
● How do you manage a giant partner such as SAP?
● How do you evaluate if SAP is the right path for your business?
About Tenego
Tenego provides international sales execution services for growing and established Technology Companies. Tenego's proven approach and expertise take responsibility for driving the company's sales revenues across multiple markets with direct sales outsourcing, channel development, channel management, lead generation services and sales management services.
Product market fit is achieved by finding the successful intersection of product iteration, competition/market and go-to-market strategy. Finding product market fit (PMF), however, is hard when these three factors confound problem solving in the search for PMF.
Fortunately, competition tends to be roughly constant over the period in which a startup is solving for PMF. To control between product iteration and GTM, go-to-market can be broken into five sub-steps in any of which product changes are small enough not to confound. This allows GTM tactics and strategy to be tested and proven or disproven.
The five steps are first sale, founder sales, first sales person, sales leadership, scaling sales - each a distinct stage that can be tested and measured. There are metrics abound to measure sales performance, but many - including funnel conversion metrics, LTV and CAC - are fuzzy and imprecise in the early stages of a startup. What matters is whether a software business is adding adequate net new revenue per cash burned as measured by monthly increase in MRR per monthly net cash burned. Cash efficiency should go up at each successive go-to-market step.
A New Partnering Alliance Approach At Otsukavillahill
This presentation describes a state-of-the-art partnership alliance between Otsuka and Covance. It also describes a staffing forecasting model that will be used in the partnership.
The Strategic Role of the Partner Development ManagerAmazon Consulting
As the solution provider's business model has evolved, it has required the role of the central partner-facing resource, namely the Channel Sales Manager, to change dramatically to accommodate and support the new partner models. But what is the channel manager profile that has the talent and acumen to handle this demand?
The marketing and sales process - Jan 10 2016 versionBrian Groth
It's been a few months and I have improving my big sales process example, which includes marketing at the start and services at the end, since I believe a company should have the entire customer journey in mind when marketing, selling and servicing. Maybe one day I'll work in how product management and engineering overlays on this too.
This version now includes a few more details, but also suggestions as to where this document can guide an employee for more information, tools, content or training.
A Detailed Buyer / Customer Journey - 6-June-2018 versionBrian Groth
The process to bring a stranger with lead generation, through a sales process, to a repeat customer with customer success: Sales operations, sales enablement, sales process.
Successful Brand Management: Moving from a Product-Centric Focus
to a Customer-Centric Business Model by Susanne Kushner at SVPMA Monthly Event May 2002
Entrepreneurial Selling is a new sales methodology aimed at helping sales people and entrepreneurs to identify and develop new business opportunities together with their customers. The methodology is based on a 10 year long research program on the future of sales.
Effectively managing channel incentives to drive partner behavior and program...Zyme - An E2open Company
As channel incentives programs offered by product manufacturers to channel partners get increasingly more complex, it has become even more challenging than before to drive partner participation, influence partner behavior, and measure data-backed ROI of the programs.
View these slides from a webinar featuring SiriusDecisions, Western Digital and Zyme to learn about the current state of channel incentives programs, and how leading companies are aligning their incentives programs to drive greater channel sales while reducing their channel investment.
Zyme offers zymeIncentives - one of the most comprehensive, data-driven incentives solution in the industry – for leading technology manufacturing companies to seamlessly manage their incentives programs. Some of the key competitive advantages offered by zymeIncentives to manufacturers are:
User-defined Innovative program definitions
Leverage Zyme’s proprietary TruePay engine
Comprehensive portfolio of capabilities to manage various incentives programs
End to end visibility
“are your happy with your sales partner channel or tolerating it?”
What should you expect from your Sales Channel Partners?
From identifying existing problems to fixing them and accelerating your company’s growth.
How do you identify/diagnose channel problems? How do you avoid the common mistakes?
How do you align your objectives and set the pace for your channel partners?
How do you make your channels more efficient, improve activity and grow revenues in your channel strategy?
Hear, ask your questions and learn from Tenego on how to: identify problems and underperforming channel strategies, navigate channel conflict and improve management for both direct and indirect channels.
What You Will Learn?
• Identifying the common mistakes in Sales Channel Development and Management, and how to avoid/fix them
• Do you have the right Partners: How to achieve a good Sales Partner Fit and typical challenges?
• Do you have the right partner management / supports alignment into your partner organisations?
• Setting the pace: Improved forecasting when dealing with Channel Partners
• Partner Planning and Objective Alignment with Channel Partners
• Restructuring your Partner Network: Drop, Drip Feed or Drive on
• Reinvestment: How to increase revenues from Partner Channels
Hear, ask your questions and learn from Tenego on: how to identify what it takes to partner with giant software companies; how to manage a giant partner; alternatives to partnering with large companies and more.
What You Will Learn?
• What does it take to partner with the global giant software solution companies and System Integrator?
• What do the Giants look for in the product partner companies? How do they evaluate partners?
• How are these companies structured? Can they be truly global partners for your business?
• How do you manage a giant partner?
• How do you evaluate if the giants are the right path for your business?
• What are the alternatives and often better/ faster routes for your business?
• Can the attributes you seek in the giants be found in smaller more agile, more manageable partners?
Who it is suitable for?
CEOs, Alliances Development, Channel Development and Senior Business Development staff of Software Companies or Cloud Based Solutions with existing partners or that want to have partners in the future.
So, you want to partner with SAP. Are you ready?
So, you have a great product and proposition growing globally
and now you are ready to partner with SAP.
What does it take to get your product sold by SAP?
What does it take to become a SAP Partner?
SAP is the third largest software company in the World with over 320,000 customers and more than 17,000 partners.
What Will You Learn?
● What does it take to partner with SAP?
● What does SAP look for in the product partner companies? How do they evaluate partners?
● How is SAP structured? Can it truly be a global partner for your business?
● How do you manage a giant partner such as SAP?
● How do you evaluate if SAP is the right path for your business?
About Tenego
Tenego provides international sales execution services for growing and established Technology Companies. Tenego's proven approach and expertise take responsibility for driving the company's sales revenues across multiple markets with direct sales outsourcing, channel development, channel management, lead generation services and sales management services.
Product market fit is achieved by finding the successful intersection of product iteration, competition/market and go-to-market strategy. Finding product market fit (PMF), however, is hard when these three factors confound problem solving in the search for PMF.
Fortunately, competition tends to be roughly constant over the period in which a startup is solving for PMF. To control between product iteration and GTM, go-to-market can be broken into five sub-steps in any of which product changes are small enough not to confound. This allows GTM tactics and strategy to be tested and proven or disproven.
The five steps are first sale, founder sales, first sales person, sales leadership, scaling sales - each a distinct stage that can be tested and measured. There are metrics abound to measure sales performance, but many - including funnel conversion metrics, LTV and CAC - are fuzzy and imprecise in the early stages of a startup. What matters is whether a software business is adding adequate net new revenue per cash burned as measured by monthly increase in MRR per monthly net cash burned. Cash efficiency should go up at each successive go-to-market step.
A New Partnering Alliance Approach At Otsukavillahill
This presentation describes a state-of-the-art partnership alliance between Otsuka and Covance. It also describes a staffing forecasting model that will be used in the partnership.
The Strategic Role of the Partner Development ManagerAmazon Consulting
As the solution provider's business model has evolved, it has required the role of the central partner-facing resource, namely the Channel Sales Manager, to change dramatically to accommodate and support the new partner models. But what is the channel manager profile that has the talent and acumen to handle this demand?
The marketing and sales process - Jan 10 2016 versionBrian Groth
It's been a few months and I have improving my big sales process example, which includes marketing at the start and services at the end, since I believe a company should have the entire customer journey in mind when marketing, selling and servicing. Maybe one day I'll work in how product management and engineering overlays on this too.
This version now includes a few more details, but also suggestions as to where this document can guide an employee for more information, tools, content or training.
A Detailed Buyer / Customer Journey - 6-June-2018 versionBrian Groth
The process to bring a stranger with lead generation, through a sales process, to a repeat customer with customer success: Sales operations, sales enablement, sales process.
Successful Brand Management: Moving from a Product-Centric Focus
to a Customer-Centric Business Model by Susanne Kushner at SVPMA Monthly Event May 2002
Entrepreneurial Selling is a new sales methodology aimed at helping sales people and entrepreneurs to identify and develop new business opportunities together with their customers. The methodology is based on a 10 year long research program on the future of sales.
Effectively managing channel incentives to drive partner behavior and program...Zyme - An E2open Company
As channel incentives programs offered by product manufacturers to channel partners get increasingly more complex, it has become even more challenging than before to drive partner participation, influence partner behavior, and measure data-backed ROI of the programs.
View these slides from a webinar featuring SiriusDecisions, Western Digital and Zyme to learn about the current state of channel incentives programs, and how leading companies are aligning their incentives programs to drive greater channel sales while reducing their channel investment.
Zyme offers zymeIncentives - one of the most comprehensive, data-driven incentives solution in the industry – for leading technology manufacturing companies to seamlessly manage their incentives programs. Some of the key competitive advantages offered by zymeIncentives to manufacturers are:
User-defined Innovative program definitions
Leverage Zyme’s proprietary TruePay engine
Comprehensive portfolio of capabilities to manage various incentives programs
End to end visibility
“are your happy with your sales partner channel or tolerating it?”
What should you expect from your Sales Channel Partners?
From identifying existing problems to fixing them and accelerating your company’s growth.
How do you identify/diagnose channel problems? How do you avoid the common mistakes?
How do you align your objectives and set the pace for your channel partners?
How do you make your channels more efficient, improve activity and grow revenues in your channel strategy?
Hear, ask your questions and learn from Tenego on how to: identify problems and underperforming channel strategies, navigate channel conflict and improve management for both direct and indirect channels.
What You Will Learn?
• Identifying the common mistakes in Sales Channel Development and Management, and how to avoid/fix them
• Do you have the right Partners: How to achieve a good Sales Partner Fit and typical challenges?
• Do you have the right partner management / supports alignment into your partner organisations?
• Setting the pace: Improved forecasting when dealing with Channel Partners
• Partner Planning and Objective Alignment with Channel Partners
• Restructuring your Partner Network: Drop, Drip Feed or Drive on
• Reinvestment: How to increase revenues from Partner Channels
Hear, ask your questions and learn from Tenego on: how to identify what it takes to partner with giant software companies; how to manage a giant partner; alternatives to partnering with large companies and more.
What You Will Learn?
• What does it take to partner with the global giant software solution companies and System Integrator?
• What do the Giants look for in the product partner companies? How do they evaluate partners?
• How are these companies structured? Can they be truly global partners for your business?
• How do you manage a giant partner?
• How do you evaluate if the giants are the right path for your business?
• What are the alternatives and often better/ faster routes for your business?
• Can the attributes you seek in the giants be found in smaller more agile, more manageable partners?
Who it is suitable for?
CEOs, Alliances Development, Channel Development and Senior Business Development staff of Software Companies or Cloud Based Solutions with existing partners or that want to have partners in the future.
Dr Hakim Yadi, Chief Executive Officer for Northern Health Science Alliance (NHSA) opened the May 24th Ecosystem event with this introduction to Connected Health Cities in the North West.
e-Patients and Sustainable Health Development in South AfricaStanford University
A presentation for the IT sector in South Africa explaining the importance of e-Patients at the centre of ICT health system design, however still recognising that every user plays a critical role to generate quality-driven, holistic data for precision medicine, both locally and globally.
A presentation covering research fraud, and some basic concepts for interpreting papers. The presentation was made at the annual congress of PainSA, Johannesburg, South Africa, 2015.
Prototype SDX Bioinformatics Exchange: Demonstrating an Essential Use-Case fo...US-Ignite
Robert Grossman –University of Chicago
Joe Mambretti–Northwestern University
Piers Nash –University of Chicago
Jim Chen –Northwestern University
Allison Heath –University of Chicago
Building Partnerships for Comprehensive Disease Prevention and Treatment Camp...Rotary International
Rotary Family Health Days is a massive, comprehensive
Rotarian-led disease prevention program in Africa and
India. Over the last five years, Rotarians for Family Health
and AIDS Prevention in partnership with 564 Rotary
Clubs, in-country ministries of health, the U.S. Centers
for Disease Control, philanthropic foundations, and media houses, provided free annual screenings and lifesaving
immunizations to over 1.1 million underserved people. Learn
best practices for building partnerships, tips for funding and
evaluating your project, and how you can participate in this
high-impact disease prevention program.
Partner Program Development for Scalable International Growth - Tenego WebinarDonagh Kiernan
Webinar on Partner Program Development.
"A Partner Program defines how partners fit into your business.
It's much more than a few pages on your website!"
An effectively implemented Partner Program can accelerate your international growth, covering many different types of partners in all the terminologies; affiliate, introduction, referral, agent, reseller, value added reseller, Channel Partners, Implementers, OEM, White Label, distributors etc
What should you expect from each partner type?
How does each partner type integrate into your business across each function of your business?
What You Will Learn?
● The key components of a Partner Program
● Key Business Decisions for Partner Programs
● Different partner types; what you want and how they fit into your business
● Partner Tiers; Treat partners differently in line with the potential to your business
● Integrating with each business function: Marketing, Sales, Professional Services, Support, Product, Finance
● How to get started and build your Partner Program; Partner Recruitment, Partner On-boarding, Partner Management
It is a given that we will all exit our business at some point - willingly or not! - and it is never to soon to start planning that exit.
There is a link at the end of this deck to the associated blog and webinar recording
An update of earlier presentations on physicians' social networks, but with a focus on oncology, one of the most e-reliant specialities in medicine. First presented at Sales & Marketing for Oncology Therapeutics, Brussels, 16 March 2010.
WhatsApp Telemedicine For the Developing World: What Can We Learn From India by Maurice Mars Head Dept of TeleHealth, Nelson, R Mandela School of Medicine @ University of KwaZulu-Natal, South Africa
Changing Consumer Behavior towards e-commerce in IndiaDigital Vidya
Interested in learning about changing consumer behavior towards e-commerce in India? You will find this deck presented during Webinar for Nichepro Technology's community relevant and useful. You may want to check our upcoming hands-on, case study driven Digital Marketing Trainings at http://www.digitalvidya.com.
This presentation is for the many B2B companies that still wonder if Social Media Marketing actually works for them. This presentation outlines the key benefits from using social media for enterprises selling to other enterprises.
Slides used on October 27th, 2016 during webinar "How to ensure Partner Fit. It's not as simple as it may seem."
http://www.tenegopartnering.com/resource/partner-fit-for-growth
In this webinar, you will learn:
● Five areas for Evaluation
● Key information to look for
● How detailed should your evaluation be
● How to evaluate your existing partners
● Understand underperformers
● What to look for in new partners
Slides used on November 17th, 2016 during webinar "Sales Partner Management for better Partner Engagement"
http://www.tenegopartnering.com/resource/partner-management
In this webinar, you will learn:
● What is Partner Management and why it's needed
● What are the key components of Partner Management
● How to understand your partner - What are the categories for Partner Fit
● Different scenarios and levels of Partner Management
● How to improve Partner Engagement
● Partner Management Function inside the enterprise
Join us on the 27th September 2017 to discuss International Growth for UK based Software Companies.
Hear, ask your questions and learn from Tenego's experience in working with many growing companies in different markets on how to prioritize and select the most appropriate market, how to identify and select the correct partner to make your expansion a success.
What You Will Learn?
● What do you need to be ready to go grow internationally?
● How you select and prioritise your target markets? What European Markets? Middle East, Far East, Africa and Americas?
● Should you sell Direct or through Sales Channel Partners?
● Does selling through Sales Channel Partners suit your product and your business?
● Is your business and product ready to sell through partners?
● How do you determine what Type of Partners with what capabilities?
● Cost effective market entry into multiple international markets?
● How to get started in building your sales pipeline and winning business in your selected markets.
More details on http://www.tenegopartnering.com/resource/uk-intl-growth
What are your business growth expectations and plans, how can Sales Channels help?
What are your expectations and your assumptions regarding sales channels?
Would like to validate your assumptions?
Thinking About or Starting in Partnering
● How do you decide if it's right for your business?
● Are you ready? What do you need to get started in partnering?
Established, Reviewing and Growing
● How will you take what you've built to date and develop for growth in many international markets?
● How are you phasing sales channels into your direct sales organisation?
Your channel partners are an extension of your company, how can you:
Align your channel with your internal organisation?
Implement standard support structures across all partner types and regions?
Standardise sales pipeline data management and reporting across all partners & partner managers?
Standardise and forecast through the channels?
Create and manage a progress rhythm with each partner and with your channel network?
Learn where and with which partners to invest to get the best return in the coming year?
Pick Your Battles - Your Bullseye Target CustomerDonagh Kiernan
You can't win them all, but which customers should you focus on?
Too many companies are afraid to focus on one customer type in case they miss out on opportunities. This "blanding" or diluting down of your message to please a wider audience is stopping you from attracting the best customers for your business.
Your message is not speaking clearly to your Bullseye Target Customers.
Your Bullseye Target Customers don't recognise that your solution is the best option for them.
How much marketing money and effort are you wasting in attracting non-ideal low-probability leads into your pipeline?
● Imagine your pipeline full of ideal customers, Bullseye Target Customers.
● Companies that value your proposition most OR will pay most for your solution?
● AND with whom you beat the Competition?
Remove the noise from your pipeline!
Do you have a clear Qualification Criteria to prioritise the leads in your pipeline, to filter those that you should be spending time on?
Want to understand how your business will benefit very quickly from having a clear customer focus?
Interested in learning more about identifying your Bullseye Target Customer and the Tenego methodology?
Hear, ask your questions and learn from Tenego's experience in working with many growing companies in different markets on how to continually seek scale your business while better enabling the channel as a true extension to your business?
● What is Partner Operations and how can it help your channel growth
● What are the responsibilities and metrics of success for Partner Operations?
● How Partner Operations can be the central core engine to drive channel growth?
● How do you align Partner Operations, Partner Management and your Partner Program implementation?
● What are the key tools, methodologies and capabilities needed in building your Partner Operations?
For more details, access: http://www.tenego.com/resource/partner-operations
At Trade Bridge Group (TBG), We Specialise in Overseas Expansion. We Implement Global Strategic, Integrated Marketing, Communications and Business Development Plans; To Help Business & Countries Boost International Trade, Foreign Investment & Cultural Exchange.
We Help our Clients:
1) Build Global Connections,
2) Raise International Brand Awareness, and
3) Find Foreign Paying Customers or Foreign Direct Investors.
TBG Global: Overseas Expansion
Overseas Expansion Specialists
Internationalisation Specialists
International Expansion Consulting
International Business Launch
International Company Formation
International Market Entry Strategy
International Lead Generation
TBG Global: Overseas Communications
International Sales & Buisness Development
International Strategic Communications
International Crisis Communications
International Corporate Communications
International Digital Communications
International Editing & Proofreading
International Marketing
International Digital Marketing
Zero to 100 - Part 2: Building a Repeatable, Scalable Growth ProcessDavid Skok
Zero to 100 is a learning program from David Skok. It is a detailed instruction manual for how to take your startup from zero to $100m, with a particular focus on the area of building a go-to-market machine. So many of today’s founders come from a product or technical background, and have never been involved with sales and marketing. Right after starting their venture, they are hit with the huge problem of how to build their go-to-market organization and processes. It breaks the journey down into 9 steps, and explains why it is crucial not to skip steps in this journey in the rush to get ahead. The major emphasis of the course focuses on building a repeatable, scalable and profitable growth machine. Once you have that in place, you are ready to hit the gas and scale like crazy.
To see videos of the presentations, click here: https://www.forentrepreneurs.com/matrix-growth-academy-zero-to-100-videos/
Ram Charan, the author has explained the steps involved in Value creation selling in a very prodigious way. He has taken the narration so well that every reader must understand the flow of the book and the meaning involved in it. It explains the transformation of the Traditional sales method to a Value creation selling method by giving an enormous example of companies' ideologies and salespersons' adaptability in a new approach.
After implementing the value creation selling, how sales transition happens, and how the company is successful in the market, stay ahead of the competitors and long-term trusted partner for their customers.
Deal Registration - Channel Chiefs Council Webinar - Jay McBain - Dec 2016Jay McBain
The Canadian Channel Chiefs Council (C4) is hosting a first of its kind webinar on a topic that has become the most hotly debated area in the channel today: deal registration. Taking place on Dec. 13th at 1 PM ET, the webinar will feature noted channel professional Jay McBain of ChannelEyes to outline what the future holds for deal registration programs in light of the recent announcement by Salesforce.com on its new Einstein tool.
Einstein is an artificial intelligence tool that promises to take all the data that organizations have dutifully been capturing to their CRM for years and put it to good use, at first making recommendations about what leads sales reps should call first, or what personalization path is most appropriate for a marketing campaign.
McBain, who was a channel executive at Lenovo and with AutoTask, intends to provide the audience of this webinar new information on how artificial intelligence and machine learning is going to impact the channel. He believes tools such as Einstein are an exciting new thing that’s going to rapidly change the way vendors look at deal registration today. McBain’s ChannelEyes organization works to provide real-time sales intelligence for channel professionals.
But Einstein is not the only topic of discussion for this webinar. McBain also plans on unveiling new strategies on deal registration for those who are still developing their channel structure and programs. He also has ideas for what to do in terms of conflict resolution and the rules of engagement when it comes to deal registration.
McBain also plans on answering questions from channel chiefs and other channel professionals at the webinar.
Otherside Consulting business growth strategy is to foothold emerging companies striving to penetrate international markets, augment brand visibility, develop potential customer base and build continuous revenue opportunities to achieve long term growth objectives. Our mission is to connect the missing link between clients and customers, build strategic alliances and strengthen business relationships with companies all over the world.
Software partner recruitment for grown upsDonagh Kiernan
Slides for the webinar: Software partner recruitment for grown ups
In this webinar we share insights from the hard lessons we've learned that have shaped our approach to Partner Recruitment.
Tenego developed this webinar to help companies seeking to understand the main points on using partner recruitment to support growth and expansion. We will share 5 main points in our methodology to successfully implement a partner recruitment program.
Interested in learning more about Partner Recruitment and the Tenego methodology?
Want to understand the big blocks of Partner Recruitment to help setup your program?
Market Selection and Prioritisation - Practical Analysis for FocusDonagh Kiernan
Don't make market decisions based on opinions Use a practical & proven methodology
Too many companies select their target markets based on the person with the strongest opinion, one inbound enquiry or someone they know.
Avoid these common pitfalls by using a fast and practical approach for Decision Makers and understand why you should invest time and resources in selected markets and not in others.
The benefits of a practical methodical approach to Market Selection and Prioritisation:
● Make market selection decisions based on defined criteria and data
● Depersonalise the varied opinions of your team, and help ensure all are on board with the outcome
● Develop a Clear Market view through:
○ Understanding your market size; number of customers
○ Understanding the challenges in the markets; competitor presence
○ Understanding your route to market options; number of potential partners
Microsoft ISVs: Selling Your Software Solution through Sales Partner ChannelsDonagh Kiernan
You have a Good Product with Good Market Opportunity?
Now Grow Your Sales Channels!
Do you have an established product with a good market opportunity and want to accelerate sales through sales channel partners?
● How clear are you about your Ideal Sales Partner? The Criteria that describes them and the Capabilities you are really seeking from them?
● What can you expect from sales channels?
● How do you sell more through sales channels?
And
● How does your company learn to grow through channels?
● How will you take what you've built to date and develop for growth in many international markets?
● How do you address the various challenges in growing through sales channels?
And more...
Q&A Session on the European Manufacturing Sectors' webinar.
We will be discussing questions such as:
- How do we select our target European markets?
- To what extent are the reseller channels dominated by the larger vendors?
- Selling factory floor, core business or any one of the multitude support functions software solutions?
- What are the largest manufacturing sectors and regions?
- What sectors are growing and what are the trends?
etc..
Webinar Finding Big Markets for Big Data & Data Analytics SolutionsDonagh Kiernan
Slides used during webinar "Finding Big Markets for Big Data & Data Analytics Solutions" www.tenegopartnering.com/resource/Data-Analytics-Ecosystem
In this video, you will learn:
1. What are the Opportunities for BigData & Analytics in different sectors and markets?
2. What are the Challenges to get to those opportunities?
3. How do you find the best route to market?
Implicitly or explicitly all competing businesses employ a strategy to select a mix
of marketing resources. Formulating such competitive strategies fundamentally
involves recognizing relationships between elements of the marketing mix (e.g.,
price and product quality), as well as assessing competitive and market conditions
(i.e., industry structure in the language of economics).
Falcon stands out as a top-tier P2P Invoice Discounting platform in India, bridging esteemed blue-chip companies and eager investors. Our goal is to transform the investment landscape in India by establishing a comprehensive destination for borrowers and investors with diverse profiles and needs, all while minimizing risk. What sets Falcon apart is the elimination of intermediaries such as commercial banks and depository institutions, allowing investors to enjoy higher yields.
Cracking the Workplace Discipline Code Main.pptxWorkforce Group
Cultivating and maintaining discipline within teams is a critical differentiator for successful organisations.
Forward-thinking leaders and business managers understand the impact that discipline has on organisational success. A disciplined workforce operates with clarity, focus, and a shared understanding of expectations, ultimately driving better results, optimising productivity, and facilitating seamless collaboration.
Although discipline is not a one-size-fits-all approach, it can help create a work environment that encourages personal growth and accountability rather than solely relying on punitive measures.
In this deck, you will learn the significance of workplace discipline for organisational success. You’ll also learn
• Four (4) workplace discipline methods you should consider
• The best and most practical approach to implementing workplace discipline.
• Three (3) key tips to maintain a disciplined workplace.
Improving profitability for small businessBen Wann
In this comprehensive presentation, we will explore strategies and practical tips for enhancing profitability in small businesses. Tailored to meet the unique challenges faced by small enterprises, this session covers various aspects that directly impact the bottom line. Attendees will learn how to optimize operational efficiency, manage expenses, and increase revenue through innovative marketing and customer engagement techniques.
What is the TDS Return Filing Due Date for FY 2024-25.pdfseoforlegalpillers
It is crucial for the taxpayers to understand about the TDS Return Filing Due Date, so that they can fulfill your TDS obligations efficiently. Taxpayers can avoid penalties by sticking to the deadlines and by accurate filing of TDS. Timely filing of TDS will make sure about the availability of tax credits. You can also seek the professional guidance of experts like Legal Pillers for timely filing of the TDS Return.
Putting the SPARK into Virtual Training.pptxCynthia Clay
This 60-minute webinar, sponsored by Adobe, was delivered for the Training Mag Network. It explored the five elements of SPARK: Storytelling, Purpose, Action, Relationships, and Kudos. Knowing how to tell a well-structured story is key to building long-term memory. Stating a clear purpose that doesn't take away from the discovery learning process is critical. Ensuring that people move from theory to practical application is imperative. Creating strong social learning is the key to commitment and engagement. Validating and affirming participants' comments is the way to create a positive learning environment.
VAT Registration Outlined In UAE: Benefits and Requirementsuae taxgpt
Vat Registration is a legal obligation for businesses meeting the threshold requirement, helping companies avoid fines and ramifications. Contact now!
https://viralsocialtrends.com/vat-registration-outlined-in-uae/
At Techbox Square, in Singapore, we're not just creative web designers and developers, we're the driving force behind your brand identity. Contact us today.
The world of search engine optimization (SEO) is buzzing with discussions after Google confirmed that around 2,500 leaked internal documents related to its Search feature are indeed authentic. The revelation has sparked significant concerns within the SEO community. The leaked documents were initially reported by SEO experts Rand Fishkin and Mike King, igniting widespread analysis and discourse. For More Info:- https://news.arihantwebtech.com/search-disrupted-googles-leaked-documents-rock-the-seo-world/
RMD24 | Retail media: hoe zet je dit in als je geen AH of Unilever bent? Heid...BBPMedia1
Grote partijen zijn al een tijdje onderweg met retail media. Ondertussen worden in dit domein ook de kansen zichtbaar voor andere spelers in de markt. Maar met die kansen ontstaan ook vragen: Zelf retail media worden of erop adverteren? In welke fase van de funnel past het en hoe integreer je het in een mediaplan? Wat is nu precies het verschil met marketplaces en Programmatic ads? In dit half uur beslechten we de dilemma's en krijg je antwoorden op wanneer het voor jou tijd is om de volgende stap te zetten.
B2B payments are rapidly changing. Find out the 5 key questions you need to be asking yourself to be sure you are mastering B2B payments today. Learn more at www.BlueSnap.com.
Digital Transformation and IT Strategy Toolkit and TemplatesAurelien Domont, MBA
This Digital Transformation and IT Strategy Toolkit was created by ex-McKinsey, Deloitte and BCG Management Consultants, after more than 5,000 hours of work. It is considered the world's best & most comprehensive Digital Transformation and IT Strategy Toolkit. It includes all the Frameworks, Best Practices & Templates required to successfully undertake the Digital Transformation of your organization and define a robust IT Strategy.
Editable Toolkit to help you reuse our content: 700 Powerpoint slides | 35 Excel sheets | 84 minutes of Video training
This PowerPoint presentation is only a small preview of our Toolkits. For more details, visit www.domontconsulting.com
Personal Brand Statement:
As an Army veteran dedicated to lifelong learning, I bring a disciplined, strategic mindset to my pursuits. I am constantly expanding my knowledge to innovate and lead effectively. My journey is driven by a commitment to excellence, and to make a meaningful impact in the world.
2. Questions
Q: Interested in Who and
How do you approach
potential acquirers/partners?
Q: Would such Partnerships need
to be exclusive (if you’re that
potentially valuable to them)?
Q: Does this not confuse the
roles with M&A Specialist
focus?
Q: How large should the
potential partner/acquirer
company be?
Q: How do you get partners
to resell our solution?
Q: What types of partners
should seek to partner with?
Q: How do we get our
partners to do more?
Q: How long should you
partner before
seeking/expecting to be
acquired?
2
3. Welcome
If you have any questions,
please interrupt…
Type into the Chat/Question screen
Donagh Kiernan, Founder and CEO
Tenego Partnering
www.tenegopartnering.com
http://ie.linkedin.com/in/donaghkiernan
Donagh Kiernan
Founder and CEO
Tenego Partnering
27 years – Techie background Sales
Channel, Direct Sales and Channel
Sales Organisation Management.
3
7. Tenego’s Global Network
• To date, executed projects across UK & Ireland,
Across Europe, North America, Mexico & Latin
America, Middle East, North Africa, India, China,
South Asia…
• Growing Global Network of Tenego Offices with on
the ground presence and in discussion in
– Ireland (HQ), UK, Germany, Netherlands, Greece
– Middle East, APAC
– Canada, US East Coast, US West Coast …
7
9. “50% of acquisitions
have prior partnership relationships”
“Tenego’s activity increased the value of our trade sale
and also accelerated the process” -Tech CEO,
(whose company was acquired by one of their partners)
10. Exits - Sellers and Buyers
10
Buyers
• “Too often company executives driven
by expanding their empire or blinded by
a ‘quick fix’ for entering a new market,
end up in an overpriced deal” - Inc.com
• “They completely overlooked our
people when they purchased us”
• The prime reason for acquisition failure
is poor culture fit.
Sellers
• “If you’re building your business to sell,
then focus on building a great
business. Don’t focus on selling your
business”, - multiple business leaders
• “In up to 50% of trade sales, a prior
partnership relationship existed
between the companies” - Silicon
Valley M&A Experts
• The prime reason for Partnering
failure is Poor Partner Fit
11. Exits: Sellers and Buyers
11
Buyers: Wants
• Acquire at good value, while
accelerating their growth and/or adding
shareholder value
• Minimise risk, in solution and company
fit within their business
• enable continued growth with quick and
easy integration
Buyers: Challenges
• The cold evaluation/due diligence
process can only tell so much
• High risks in getting it wrong.
Sellers: Wants
• Exit with the optimum valuation, as
early as possible
• Maximise cash payment while
minimising earn-out period
• Take care of career paths for your
team, and the senior team and
maybe founders too
Sellers: Challenges
• Multiple risks to achieve growth and
desired valuation target
• Risks in getting it wrong, fire-sale,
dying early or zombie.
12. What is your Exit Strategy?
12
• Why will your company be bought?
• How will an acquirer value in your business?
– Revenues
– Value of Customers in your market region or sector
– With your technology and capabilities, THEY can grow faster
– …
• How to you get bought, rather than Seeking to Sell
– How do you get on the radar of an acquirer?
– How do you maximise your valuation?
• Be Careful
– Chasing the wrong valuation metric
– Chasing a finish line with an exit in mind
– Seeking to sell without being ready may devalue your business.
13. Consider your Exit Strategy?
• Lead your own Vision, not someone else’s
– Risks in determining why you will be bought
– Risks in pre-selecting potential acquirers
– Are they on the right path?
• Build a Great Business while building shareholder value
– Grow to last – to forever grow
– While always being corporately ready
• Lead the market – Influence the market
– Create your own market (as you define it)
– Make them follow you
– Be acquired for your leadership in the market.
13
14. Build a Great Business & Shareholder Value
• Execute well – Build your Growth Engine by delivering growth
– Build your International marketing, sales and delivery orgs
– Build a clear strong sales engine with multiple revenue streams
– Continually address the scalability challenges in your business
• Learn to Partner, Learn to Grow - Strengthen Position:
– Partner across the market
– Partner with competitors in different markets, sectors and regions
– Partner with potential acquirers for revenue purposes, on your plan
• Demonstrate Strength, Independence and Leadership
– Do things and demonstrates your direction, your potential and add
shareholder value to your business.
14
15. How do you Partner,
with an Exit in mind?
or
Do you want to actively
seek an Exit, NOW?
16. What types of companies are suitable?
Partner Type Selection & Partner Fit
a) Capabilities you have / Capabilities you need to grow
16
Product/Solution/Services
Business Engine Market,
Sales & Delivery
Market EcoSystem:
Company Types
Partner Type Evaluation
17. 17
Influenc
Certification
Codes of Practice Public Sector, Local Authorities
Analysts
Media
Industry
Organisations
TargetCustomers
Water
Electricity
Gas
Advisors/Consulting
Accountants / Tax
Advisors / Business
Consulting T1
Legal*
Accountants/Business
Consulting T2*
BPO Industry
Organisations
DebtServices&
Collection
Specialist Debt
Consultants / Credit
Checking *
Debt Recovery*
BPO Accounts
Receivable
SI’s&ITServices
IT Consulting
Systems Integrators*
,
IT Managed Services
IT Services
Software
Solutions
Debt Management
Software*
Contact Centre Mgmt
Systems*
Workflow /Doc
Management /Case
Your Market Ecosystem
What Company Types have access to
your customers and the capabilities
to help you sell?
AND / OR
Could potential buy your company?
18. Partner Type Evaluation / Scoring
18
Leads
Plan
C
reate
Q
ualify
D
evelop
Prove
N
egotiate
C
lose
Im
plem
entSupport
Value
Added
Solutions
Know
ledge
&
Focus
Existing
&
G
row
ing
C
ustom
erBase
C
redibility
/Influence
w
ith
D
ecision
M
akers
Ease
ofdoing
Business
O
pportunity
forPartner
Tim
e-to-Engagem
ent
Partnering
Experience
#
PotentialC
o's
in
M
arket
Lead
G
en
Sales
D
eliveryK
ey
C
riteriaFullProcess
Business/IT Consultants Regional 2 4 4 4 4 4 2 2 3 1 0 2 2 5 4 3 5 3 5
Business/IT Consultants Regional
43 41 33 29 59
Sales and Delvery Process Key Characteristics Summary by Capability
Sector Specific Consultants 3 5 5 5 5 5 3 3 4 1 0 6 3 6 4 4 5 4 3
Business/IT Consultants Regional
53 51 40 35 74 3
BPO 3 5 5 5 5 5 5 5 3 2 2 4 3 5 2 2 2 4 3
BPO
43 45 32 25 70 4
System Integrators (VARs) 4 5 5 5 5 5 5 5 5 5 5 5 4 5 5 5 5 5 4
System Integrators (VARs)
57 58 53 38 92 1
Sector Specific Solutions 4 5 5 5 5 5 5 5 2 2 0 5 5 5 4 4 2 4 3 51 52 36 32 75 2
Direct (current) 0 5 5 5 5 5 5 5 4 4 3 2 5 2 3 3 3 5 3 Direct (current)41 46 37 26 72
Our Partner Propositions -
enabling or providing
for the partner…
Evidence
ofStrong
Value
Proposition
(0-6)
O
pportunity
forPartner
(0-6)
O
pportunity
forVendor
(0-6)
The Value the Company Types bring to us
59
Business/IT Consultants
Regional
in supporting the sale of Vendor;to provide services on business
process development, training, documentation and change
management, and licence revenue share
2 3.0 3.9
introductions/referrals into deals and local expertise in consulting
services
3
Sector Specific
Consultants
in supporting the sale of Vendor;to provide sector specific services on
business process development, training, documentation and change
management, and licence revenue share
1 4.0 4.9
introductions/referrals into deals and local expertise in consulting
services
4 BPO
enabling BPO's to provide flexible integration and solutions to their
clients businesses and revenue stream, or credits, in introducing their
clients to the solution
4 2.0 4.7
Grow Pivotal licence share on a per seat basis and int
1
System Integrators
(VARs)
enabling Implementation service revenues and licence share AND a
plaform and global marketplace for sector specific solutions developed 4 5.0 6.1
full lead gen, sales, implementation and support representation for
Vendor and opportunity for new solutions
2 Sector Specific Solutions
providing sector specific CRM based applications adding value to their
existing sector solutions 1 4.0 5.0
introductions/referrals into deals and local expertise in consulting
services
19. Partner
ManagementPartner RecruitmentPartner Type Selection
Step 1
Define
Partnering
Requirements
Step 2
Evaluate
Target Markets
Internal Intelligence
• Products/Services
• Proposals
• Customers
• Sales Process
• Sales Collateral
Evaluate Market
•Product Markets
•Specialist Service
Markets
•Routes to Target
Customers
Step 3
Select Targets
&
Define Approach
Define Approach
•Analyse and Score
•Select Initial Targets
•Define Specific
Business Case
Step 4
Make Approach
&
Determine Fit
Make Approach
•Approach target
companies, starting
with Top Targets
•Determine Interest
and Strategic Fit
•Review Approach
Step 5
Establish & Build
Business
Relationship
Partners
•Ensure Marketing &
Sales Fit
•Ensure Operational Fit
•Ensure Strong
Reference Sites
Outputs
•Partnering Objectives
•Partner Value
Proposition
•Sales and Delivery
Capabilities Required
Outputs
•Market Eco-System &
Trends
•Competitors Review
•Target Partner Types
Profiles including
search criteria
Outputs
•Scored Lists
•Top Targets
•Specific Business
Cases
•Approach Action Plan
Outputs
•Selected Initial
Partners
•Agreed Partnering
Terms (Tentative)
•Identify Initial
Engagements
Outputs
•Working Initial
Partnerships
•Repeatable Partnering
Model
•Partner Maximising
Plan
Week 1 to 4 Week 5 to … On-going
Tenego’s Partnering Process
20. Partner / Acquirer Approach
20
Decision Makers:
• Head of Product / Strategy / Business Development
• OR Corporate Development (are you sure?)
• Depending on size
Approach:
• Partner Value Proposition for revenue purposes
– Additional revenue from their existing customers
– Help them win new customers
– Key additional functionality or product suite module
• Acquisition Proposition
– Growth Potential
– Capture (own) the value they can create with your product.
21. Partner Management - Exit Influencing
• Understand:
– Partners' Acquisition policy and activity
– Decision Makers' motivations to acquisitions
• Determine activities in influencing decision makers
– Partner with competing companies:
• Creating perception of being everywhere
– Partner/influence all layers of their EcoSystem:
• Analysts, Trade Associations, Trade Media, Consultants, Service
Companies, Resellers and Solution Companies.
22. Next Step Actions
1) Assess your company’s/product’s Growth Potential
2) Assess the Partner Types for Revenue & Acquisition
3) Execute; Recruit Partners, Manage Partners, Drive Revenue
– Structure your Partner Recruitment, Partner value Proposition and
Partner Management approach
– Build multi-level relationships across Marketing, Sales,
Implementation, Support, Product, Senior Team including Corporate
Development
4) Build a Great Business, spread your inter-dependence,
Create Value
5) Wait or Trigger Acquisition discussions.
22
23. Thank You & Questions
Donagh Kiernan
Founder & CEO
Tenego Partnering
23
25. Additional Webinars
• Other webinars available in our Resource Page:
• How to fix a Broken Sales Channel
• Partner Program Development for Scalable International Growth
• Planning 2017: Decisions and Tools for Growth
• Sales Partner Management for better Partner Engagement
• How to ensure Partner Fit. It's not as simple as it may seem
• Meet Your Revenue Targets with Focused Sales Execution
• Finding Big Markets for Big Data & Data Analytics Solutions
• Business in Europe: Understanding the bigger opportunities
• Growing your Business in the UK
• Germany: Opportunities for Tech Companies
• Market Opportunities in Australia for Tech Companies
• How To Prevent The Mistakes in Sales Channel Development
• And many more…
www.tenegopartnering.com/resource 25
26. Related Articles
• Available in our Blog:
• Want to sell your company? Then Partner with potential acquirers
• The First 100 Days of Taking Control of Your Sales Channel
• Are you Strategic to your Strategic Partner? - Software Sales Channels Unrequited Love
• 5 In & 5 Out in Reviewing & Improving Your Sales Channels - Part 2 of 2
• 5 In & 5 Out in Reviewing & Improving Your Sales Channels - Part 1 of 2
• What Partner Types do you want in your Partner Program?
• 5 Hard Things in Building an Effective Partner Program
• 5 Points on Breaking Preconceived Notions with Just Enough Analysis
• Your Sales Focus? Quarter-end Targets AND/OR Game Change Next Year?
• One Engine, many speeds: Managing Direct Sales and Partners
• 5 Partner Management Styles - Which one are you?
• Diagnose your Current Sales Channels - Partner Fit Evaluation
And many more…
www.tenegopartnering.com/blog 26
27. Build & Manage Sales
•
Direct and Channels
•
Executive Hands-on
•
Your Alliances Team
•
Software Business
Experts
•
Practical
•
Results Focussed
CONTACT DETAILS:
Tenego Partnering
Ireland (HQ), UK, Germany, Greece, Benelux,
Australia, Toronto, Dubai…
Web: www.tenegopartnering.com
Email: info@tenegopartnering.com
27