Developing Relationship with Channel Partners

Developing Relationship with Channel Partners

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  www.nextstepgrowth.com  www.nextstepgrowth.com   x © 2014 Next Step. All Rights Reserved.   Relationship Development With Channel Partners Rebecca Sanders June 2014  
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  © 2014 NBCxtStep. All Rights Reserved.   www.nextstepgrowth.com  2 x www.nextstepgrowth.com2 Next Step Experience Since  1997,  Next  Step  has  maximized  business   growth  via  proven  consul=ng  and  training  services   in  all  aspects  of  sales,  marke=ng,  and  people   development.     Our team of 40+ seasoned professionals bring the right skills to each client to maximize sales effectiveness and employee productivity across all stages of growth. 300% Produc=vity   25% Revenue  
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  www.nextstepgrowth.com  3©2014 Next Step. All Rights Reserved.   Agenda •  Benefits  of  Channel  Partners   •  3  key  ways  to  iden6fy  channel  partnership  opportuni6es  that   provide  the  greatest  sales  success.   •  Account  mapping  –  how  you  can  tap  into  the  channel   partner’s  network  and  process  to  expand  your  posi6on  within   the  account.   •  Ensuring  it  is  a  win/win  through  three  points  of  value   delivered  in  each  account  opportunity.   •  Cloud  success  example   •  Resources  and  keeping  the  conversa6on  going   •  Let’s  make  it  interac6ve!  
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  4©2014  Next  Step. All  Rights  Reserved.   www.nextstepgrowth.com Benefits of the Channel •  Increases  revenue  growth  &  scale  with  agility   •  Low-­‐cost,  high-­‐volume  customer  acquisi6on   •  Broader  coverage  of  accounts,  Ver6cal  and  industry  segment  exper6se   and  services   •  Mul6-­‐vendor  teams  aggregate  thousands  of  suppliers  products  to   provide  one-­‐stop-­‐shop  for  customers   •  Credibility  to  recommend  products  &  pricing  op6ons   •  Targeted  sales  campaigns/rapid  new  product  introduc6ons   •  Reduces  selling  costs   •  Low  cost  lead  genera6on   •  Flexible  financing  op6ons   •  Efficient  fulfillment  of  smaller  transac6ons   •  Improves  customer  sa6sfac6on   •  Greater  purchase  and  service  op6ons   •  More  frequent  customer  contact     •  Faster  response  6mes  
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  5©2014  Next  Step. All  Rights  Reserved.   www.nextstepgrowth.com Why Partner Strategies Fail •  Lack  trust     •  Lacking  equal  value  exchange   •  Customer-­‐driven  &  6ming     •  Expecta6ons  ≠  Reality   •  Lack  alignment  of  goals,  culture  &        teams.   •  Lack  of  consistency  in  execu6on;        metrics  &  reviews.   •  Wrong  Partner   •  Lack  stakeholder  buy-­‐in  
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  www.nextstepgrowth.com  6©2014 Next Step. All Rights Reserved.   TRUST MAP “Above all, success in business requires two things: a winning competitive strategy, and superb organizational execution. Distrust is the enemy of both.” I submit that while high trust won’t necessarily rescue a poor strategy, low trust will almost always derail a good one.” --- Stephen M. R. Covey, The Speed of Trust: The One Thing That Changes Everything
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  www.nextstepgrowth.com  7©2014 Next Step. All Rights Reserved.   Welcome to the New World BYOD   Internet  of  Things Mobility  of  Work Cloud  Solu=ons Social  Media OPEX  Wins   Mul=ple  Genera=ons     Consumeriza=on
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  www.nextstepgrowth.com  8©2014 Next Step. All Rights Reserved.   Industry Evolution Channel Dynamics InnovationTalent shortage Measurable Business Impact Business Model Transformation Servicization consumption-based LOB Budgets Wants solutions SMAC Business Transformation Expertise
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  www.nextstepgrowth.com  9©2014 Next Step. All Rights Reserved.   Empower Aggregate Communicate Analyze Adapt. Expand Account Presence Blended  Exchange     Amplify  Success       Bench  strength    (Dis=)     Shared  Vision   Collabora=ve  &  Social   Analy=cs   Just-­‐in-­‐Time/Best  Prac=ces   Community Metric  and  Produc=vity     Acceleration Learning KPIs/RoI/RoXConnect  the  Dots  Accelera=on  
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  www.nextstepgrowth.com  10©2014 Next Step. All Rights Reserved.   Value Exchange §  Innovation §  Profitability §  Acceleration §  Local/Vertical Expertise §  Granularity Segmentation §  Lead/sales Cadence Ecosystem/ISV   Educa=on     Services   Market   Dynamics  &   Events   QBRs/Scorecards   “In  2015,  CMOs  will  control   more  IT  budget  than  CIOs”       Forrester Research Councils/   Workshops  
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  www.nextstepgrowth.com  11©2014 Next Step. All Rights Reserved.   SAMPLE Metrics Dashboard FY14 Q1 
 Create, Expand & Secure Budgets $6B in Project Pipeline 37% Grow §  25% Y/Y Bookings Growth Growing 3.6X Faster than vertical TAM §  Spend as a 25% of Total MARKET opportunity §  92 of Customers purchase more than 4+ Service Subscriptions §  27% Y/Y Increase in Consulting Services §  $910M Marketing Influence from engagements. - 2443 accounts with 6999 contacts engaged - Communities of Interest : - Healthcare: 8600/33% growth, - Retail: 7641/13% growth Deliver Business Value 25% Growth §  Targeted engagements - Prospect, Active, & Realized §  Q1 - 180 Total in Engagements/ Average Days in Phase: Q1- 83 in Opportunity with 265 average days in Phase - 69 in Discovery with average of 240 average - 28 in Solution Proposal with 190 days Solution Proposal. - 29 in Proof of Concept with 344 in OIC, 126 in Discover, 25 in Solution Proposal and 265 in POC. §  69 New Doors Opened §  Marketing activities resulted in 32% Accounts Engaged Accelerate Capability 16% - 30% §  Communities of Interest had 3246 Total Activities -  Enterprise: 504 -  Commercial : 1380 -  Geo Breakdown XXX o  Financial Services: 545 o  Healthcare: 606 o  Manufacturing: 868 o  Retail: 650 o  Utilities/Smart Grid: 245 §  1323 Exec Briefings 33% CxO s in attendance achieving an average CSAT of 4.7% §  103 Light Bulb Moments 16 Key Wins & 45 Best Practices §  301 Vertical Trainings commenced 165 Total Trainings Completed .
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  12©2014  Next  Step. All  Rights  Reserved.   www.nextstepgrowth.com Education Accelerates Cloud Sales Customer   Channel  Manager   Partner/AM   Services  Solu=on   Ecosystem   Aggregate  selling  objec=ons   Across  qualified  prospects     Consul=ng/training  Partner   Delivers  workshop  to  address  objec=ons     Results:   CxO  educated  on  TCO/ROI,  security  &  change   management  made  faster  &  25%     larger  purchasing  decisions       Resul=ng  in  a  60:1  ROI.    
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  www.nextstepgrowth.com  13©2014 Next Step. All Rights Reserved.   Thank You for Participating Con=nue  the  conversa=on  –  ASAP  Linkedin  Group                        Want  a  copy  of  the  slides  provide  us  your  business   card  or  email    [email protected]   Recommended  Resources  &  References   •  Cisco  Partner  Field  Guide hfp://www.cisco.com/en/US/services/ps6888/ service_partner_guide0900aecd805b490c.pdf   •  Steven  Covey’s  The  Speed  of  Trust   •  The  Granularity  of  Growth  by  Patrick  Viguerie  &  Sven  Smit    
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  © 2014 NBCxtStep. All Rights Reserved.   www.nextstepgrowth.com  14 x www.nextstepgrowth.com14 Take Your Next Step Toward… Profitability! Growth! Productivity! Thank you! RESULTS
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  © 2014 NBCxtStep. All Rights Reserved.   www.nextstepgrowth.com  15 x www.nextstepgrowth.com15 Back-up Slides!
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  16©2014  Next  Step. All  Rights  Reserved.   www.nextstepgrowth.com Channel-Driven Growth Framework ö  Planning  builds  strategic  partnerships,  stakeholders  defines   opportuni=es  and  fosters  innova=on.  
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  www.nextstepgrowth.com  17©2014 Next Step. All Rights Reserved.   Winning Strategy Evaluating market opportunities based on growth potential and risks is essential to determine the strategic focus and setup of a realistic and feasible channel strategy. Translating the strategy into a concrete action plan and operational requirements enables solid implementation and quick wins. Determining and accommodating the impact on the organizational model, essential processes and technology support is key to success.