KWOTAS

Ecosystem Development ModelAn unconventional approach to starting

and building an indirect sales force

Identity

• Build an ecosystem, not a channel

• Operate as a business, not a project

• It’s about them, not us

• “Emotional Signature”

Design

• Become a curator of an audience

• Embrace consumerization & personal branding

• Relationships vs. Accounts

• Intelligence moves to the edges of the network

• “Incentivization” and game theory

• Springboards, not checkpoints

Implementation

• Scalability matters here too

• Transparency in all directions

• 2nd and 3rd level perspectives

• The Law of Non-Contradiction & Competitiveness

• Lean & Distributed workload

Output/Results

• Capture organizational mindshare

• Ecosystem = competitive advantage

• Everybody is the center of attention

• Increased revenue at higher margins

• Greater reach with fewer resources