The document discusses a company's strategy for developing smart partners. It outlines recruiting new partners or developing current partners, and managing partners. It details timelines and frameworks for business strategy, partner recruitment, and partner development to help clients grow. The strategy focuses on distribution frameworks, training, benchmarking, recruiting initial partners, expanding channels, and identifying alternative channels. It also discusses setting up sales intelligence and profiling databases to qualify leads and generate sales.

1. Smart
Partner
Development

2. Lemon Strategy Implementation Consolidation Timelines
Lemon
2

3. Lemon Strategy Implementation Consolidation Timelines
We develop your current partners
or
We recruit new partners
and
We manage them for you
In 2011, the partners we have recruited
will bring €70M to our Clients
3

4. Lemon Strategy Implementation Consolidation Timelines
Start anywhere
End everywhere
15 Client Executives across EMEA
+ central Sales Center team
in Barcelona
4

5. Lemon Strategy Implementation Consolidation Timelines
3 vitamins to help you grow
Business
Strategy
Long term growth
Sales
Growth
Partner Partner
Recruitment Development
Mid term growth Short term growth
5

6. Lemon Strategy Implementation Consolidation Timelines
Business Partner Partner
Strategy Recruitment Development
Business & B to B Sales Intelligence
Channel Assessment Discovery
Channel Framework B to C Sales Toolbox
Design
Channel Management OEMs/VARs/Integrators/ Partner DB
Training Resellers/Retailers Profiling
Channel Management Alternative Channels Sales Generation
Coaching (Vertical Channel)
Flat Fee + Recruitment Flat Fee + Revenue
Flat Fee
based commission based commission
6

7. Lemon Strategy Implementation Consolidation Timelines
Distribution Framework
Set up or validate relevant channel strategy
Define contractual framework
Channel Marketing strategy
Business
Strategy
Training
Channel Management training for IT Vendors
Cloud Computing Transformation Lab for VARs
200 Companies trained in 2010 across EMEA
Benchmarking / Coaching
Channel Performance benchmarking
Channel Management coaching
Channel Capability Enhancement
7

8. Lemon Strategy Implementation Consolidation Timelines
Channel Startup
Recruitment of an initial set of partners to test the
indirect model and value the Company
Recruitment of limited and dedicated partners to
Partner expand international presence
Recruitment
Channel Expansion
Recruit channel partners that will facilitate business
diversification (VOIP/IT, Licence/SaaS, Large
Enterprise/SMB,...)
Grow the business in emerging geographies
Alternative Channel
Identify and recruit new categories of
partners, especially for Cloud Computing (Vertical
Channel, Back-end/Front-end partnership, Hubbing,...)
8

9. Lemon Strategy Implementation Consolidation Timelines
Sales Intelligence Set up
Senior Sales Consultant Profile
Identify programmable business rules and data
needed to detect sales opportunities
Partner Design and set up required sales tools
Development
Database Profiling
Profiler (sales hunter profile)
Traces each partner customer database to obtain specific
information to build an intelligent and vertical CRM
Sales Generation
Tele Account Manager (sales farmer profile)
CRM qualifies leads applying business rules and
assigning an specific quotation and sales person
Sales Person follow-up opportunities and close sales
9

10. Lemon Strategy Implementation Consolidation Timelines
Cloudy Channels
Business & Strategic
Expertise
Specific
Channel Framework
Dedicated Channel Training
Compliant Partners
Identification & Recruitment
Delivery Platform
10

11. Lemon Strategy Implementation Consolidation Timelines
References for SaaS and Cloud companies
Develop SaaS partner businesses
in several European countries
EMEA Cloud partner strategy definition
European expansion into large accounts
Recruit sales agents for SMB markets
Launch new Smart Office package
Sales development of Cloud systems
11

12. Lemon Strategy Implementation Consolidation Timelines
Other customer references
Business
Strategy
Partner
Development
Partner
Development
12

13. Amsterdam – Barcelona – Bristol – Madrid – Milano – München – Paris