Channel Success:Is Your Organization Ready?

Gerry GiulianoWorldwide Channel Support Manager

Today’s focus

Worldwide challenges faced

Defining partnership

Defining success and setting the expectations

Kodak’s channel vision

Channel fundamentals

What is needed to be successful?

Questions?

Is your organization ready?

Fierce competition is driving the need to …

Align our business strategies and shift the focus from "you must ..." to "grow the pie"

Identify and capture incremental revenue streams

Sharpen focus on end customer segments and the breadth of solutions they require

Transition to new technology – seize the initiative and grow the business

Engage proactively in high quality, joint go-to-market and sales engagement planning

What are the challenges?

ManufacturerFocus

•Understanding the channel’s business

•Loyalty of the partner

•Attractive mutual value prop

•Alignment of objectives, strategies, actions

•Efficient readiness of enabling of partner

Channel PartnerFocus

•Generate demand

•Acquire, develop, retain customers

•Efficient marketing selling and servicing of customers

•Cash flow, profitability

•Time to Market execution

What channel partners care about

Reasons for partnering

Definition of partnership

PartnershipTrustTrust Shared

Knowledge

Focus onbusiness

advantage

SharedKnowledge

Focus onbusiness

advantage

Innovation

Bring “New Value” to the relationship

Innovation

Bring “New Value” to the relationship

AgreedGoals

Shared visionwith clarityand focus

AgreedGoals

Shared visionwith clarityand focus

ROI

Short and longterm return

ROI

Short and longterm return

What makes partnerships work?

Clarity about…

Setting the right expectations

What is success?

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Kodak’s Plan For The Future

Global

Profitable

Sustainable

Responsible

Our Business Strategy

Lead change in commercial print and publishing markets with digital print solutions, while expanding and leveraging our leadership position in offset

Drive and accelerate long-term growth in sustainable printing

Build services portfolio to add value to enterprise content

Profitable and Sustainable Deposition-Based Businesses

Commercial PrintingTransform Analog Markets

Print (Marketing Collateral) Publishing

Market Size: >$23B

Digital PrintingMature with Growing

Segments

Evolving Printing MarketsLarge and Growing Consumables & Services

Packaging Print Packaging Sustained Printing

Functional Printing Smart Packaging Specialty Materials

Market Size: $50B - $70B

Annuity Based Businesses (consumables & services)

Business Models with High Gross Profit

Ability to Withstand Economic Cycles

Content and Document Management

Workflow Software

Consumer Inkjet Supplies

Kodak’s channel vision

Serve customers through strategic relationships with channel partners that complement our Go-to-Market strategy

Kodak’s key channel objectives

Maximize customer and channel satisfaction

Drive significant revenue and market share growth through Kodak channel partners

Drive mutual commitment to the channel relationship

Simple, repeatable execution

To be a consistent, predictable and highly regarded vendor to our channel partners

Channel fundamentals

Implement a framework to improve the relationship between Kodak and our Channel Partners

Top 10 channel “must haves” for success

Top 10 channel “must haves” for success

Sales capability• Market coverage

Strategic alignment• Channel commitment plan• Measure and evaluate progress

Sales expertise• Dedicated sales reps • Experience in market• Existing customer base

Marketing• Marketing dedicated to support sales• Joint programs with Kodak• Demand Generation programs

Market attractiveness

Ability to provide service• Field engineer capability• Graphic experience

Channel reputation• Robust business plan• Reputation in the market• Credit worthiness

Good product fit• Market and product synergy

Ability to invest• Training (Sales and Technical)• Dedicated personnel• Equipment and spare parts inventory• Demo room equipment

•Competitive Advantage

Selling Kodak products in the graphic arts

Benefits: Increased revenueCustomer loyaltySustained source of differentiationLeverage Kodak's service & supportEducation and trainingMarketing programs and business

development programs

© 2012, Eastman Kodak Company