A2Partner helps its customers to

define, recruit, manage and

measure their partnerships in

order to increase their business.

© 2010 A2Partner

“ If you think you can do it alone in the global economy of today,

you make a big mistake”

Jack Welsh CEO for General Electric

© 2010 A2Partner

Increasing revenus coming from

partners in large accounts from

2% in 1980 to 42% in 2008.

Sales With or Sales Through Partners

Growth

Partnership Directors Study - 2008

A2Partner, IneumConsulting

1990 2004 2010

15%

60%

40%

Direct Sales

Indirect Sales

2007

49,7%

IDC, Gartner - 2007

Indirect Sales are more & more

present in Cies contributing

incremental business to direct

sales.

© 2010 A2Partner

• Companies now focus on their assesment and core business

• Customers buy solutions and no more products

• Customers want single and nearest contact

In this complex environment, Companies allied with others

to answer customers needs, decrease their costs and

increase their marketshare.

Why Partnerships are increasing ?

© 2010 A2Partner

Tools & Measures

Consulting OperationalR

un

Bu

ilt

Partner Strategy

& Business

Planing

Recruitment

Marketing

Websites/Newsletters

PRM

Partner Managers’

Externalization

Organization

Process

Programs

KPI / MBO

A2Partner :A global approach

© 2010 A2Partner

A2Partner Methodology

Recomend Realize MeasureAnalyse

EvaluationStrategic Dvpt

Swot Analysis

Value Proposition

Market Cartography

Partner’s Selection

Market Segmentation

Channel Value Proposition

Channel segmentation

Partners Plan & recruitment

PRM tools selection Partners ProgramMarketing

Implementation& Follow Up

© 2010 A2Partner

A2Partner’s offers

ChannelsMarketing

Alliances

Increase your

Market share

Education / Change

Management

Strategic Analysis

Alliances Business Plan

Linking contacts/orga

Process / Tools

Alliance Mgmt Outsourcing

Cursus for Managers

Workshop indirect sales

Partners Academy

Change Management

Direct Sales/indirect Sales

Market analyse & offers

Channel Cartography

Channel recruitment

Metrics & KPI

Channel Marketing

PRM/CRM

Newsletter

Partners website

Communities Mgmt

Partner’s Academy

Partners Roadshow

Member

© 2010 A2Partner

A2 Alliances

Organization, Objectives : Strategic Alliances of your company may speed up your

business growth. They boost the promotion of your products to your customers. They help

you to increase your marketshare.

Alliances Strategic’s selection : A2Partner helps you to identify & to define your strategic

partnerships. A2Partner assists you up to the conclusion of partnerships (contract)

Business Plan, Value Proposition, Strategic Initiatives : A2Partner’s team helps you to

set up your specific Alliance Business Plan & adapt it to each market share / products.

Lead Generation : Strategic Initiatives realized with your partners increase the number of

your business deals. A2Partner implements PRM/CRM softwares processes.

Strategic Alliances in the Cloud: A2Partner deliver studies for its customer to understand

witch Alliances’ typology is the most strategic in this new environment.

Outsourcing management : you are not ready to create an Alliance Manager position or

you have a temporary vacant post, due to their multiple experiences, A2Partner’s experts are

ready to understand your environment and manage the job very easly.

A Partner Selection is a key factor in your business & for your

image & promotion.

A2Partner’s experiences & assessment will set up the timing for your

Strategic Alliances construction.

© 2010 A2Partner

Experience & multiple assessment to help you built & run your

Partner’s Strategy

A2Partner follow up the most important stages for you to perfrom

with your Channel.

Channel Analysis: A2Partner helps evaluate your Channel : criterias, monitoring, compare to

the competitors Channel, for you to reach your Business Targets, for you to reach your new

strategic goals.

Channel Recruitment: A2Partner will help you to define your criterias and make for you a

large or smaller selection of your futur partnerships.

Partners Academy: your partners have to be aware on your products, but they have to know

how to sell them, make the best promotion versus your competitor’s products. The A2Partner

Cursus helps them to sell your products with added Value.

Education cursus for your Partner Managers : A2Partner Channel Pro™ Education cursus

can help your Partners Managers team to perform better in their relationships with their

Partners.

Marketing for Partners: your Channel needs to be more dynamic ? A2Partner build and run

for you original and appropriate Partners Programs: websites dedicated for communities,

Newsletter, Partners Roadshow,

Channel in the Cloud: because of our large experience with SaaS editors and Managed

Services customers, A2Partner can help you recruiting your Channel in the Cloud, define the

Plan, sign contracts and managed your Channel for you.

Outsourcing Management : A new Channel strategy, someone is missing in your team ? Be

sure we can easly understand your environment and manage the job for sometimes.

A2 Channel

© 2010 A2Partner

Training for General Management : Yes it’s important for you to be part of the Channel

development ! With this workshops you will lurn how to built a efficient partner strategy, how to

follow it with your team, how to manage your partners with the appropriate level.

Training for Partner Managers : Indirect Sales, Alliance Managers, A2Partner delivers

appropriate & personalized programs as Channel Pro™, Alliance Pro™ in Workshops. This

programs will help them to progress in their Partner Business Plan, follow the Partner’s projects,

better communication with the Partners and internally.

Partner ACADEMY (Training for your Partners) : Is your Channel performing ? How do

they make a choice between you and your competitors ? A2Partner can built and manage for

you the entire Partner Academy: train the trainers, manage the rooms, training’s calendar,

registration...

Training for Direct Sales rep : New develop a special program for your direct Sales Rep as

we know they work with your Partners. They need to understand the Partners motivations, their

way of work and how to make better job together. They will lurn in this workshop how to work

jointly with your Indirect Sales Rep.

Experience & multiple assessment to help you built & run your

Partner’s Strategy

A2Partner follow up the most important stages until your Channel

success.

A2 Training

© 2010 A2Partner

A2Marketing

Partner Marketing Plan: A2Partner will help you define your target market segmentation,

build with your team a adapted value proposition for partners. We’ll identify the value

channel and role of each partners. A2Partner will describe for you the role of each

partner’s typology

Marketing tools & support: A2Partner can manage Partner website, dedicated Partner

Newsletter, Partner Roadshow, dedicated documentations, “Conciergerie”, Partner’s

Programs….

Reporting & steering tools: A2Partner will defined adapted tools for your Partner

Managers to report and manage their partners.

Marketing Manager Outsourced : you don’t want to recruit a full time marketing

manager, A2Partne will manage your Partner part time, will organize your Partner

Program, can manage your team if needed.

Our channel marketing and PRM assessment means that customers

will save money and maximise their channel investments, save

time as well as adopt the best strategy and most effective

solution.

© 2010 A2Partner

A2Partner On-line

Partners ‘Academy’, logistic & enablement : your Partners enablement is so critical:

they have to know your offers & they have to resell.

A2Partner propose to its customers to manage the entire Academy for you: logistic, train

the trainers, boost the ideal Partners to com, register, billing, certify your Partners...

PRM On-Line: do you have a real Partner database ? Can you find all your Patner’s with

one click ? Do you know who is your best Partner ?

A2Partner has built a PRM (Partner Relationship Management) in SaaS, that you can use

as a CRM.

Your Partners can register, find your documents, create co-marketing operation with your

team, file & track their leads....

Contracts, reporting Tools, Partner Business Plan BUY THEM On-Line

Experience & multiple assessment to help you built & run your

Partner’s Strategy

A2Partner follow up the most important stages for you to perfrom

with your Channel.

© 2010 A2Partner

PRM Assessment In-depth gap-analysis of existing channel tools and processes.

Recommendations in terms of more streamlined/ optimized solutions and documentation of

typical/ specific PRM best practices.

PRM Strategy Definition of PRM requirements (incl. functional and business prioritization).

Business case documentation , incl. full expected ROI analysis.

PRM Vendor/ Solution Selection Participation and support in RFP/ RFI process (incl.

creation of actual RFP collateral).

Project Management Full or partial involvement, at a business-level, in deployment effort.

Definition / documentation of the customer-facing project plan. Client and partner training (pre-

and during-deployment)

Customer Adoption Channel performance and PRM adoption assessment. Business

propositions and timeline planning, execution with client team.

Our channel marketing and PRM assessment means that

customers will save money and maximise their channel

investments, save time as well as adopt the best strategy and

most effective solution.

A2 PRM

© 2010 A2Partner

Some of our missions…

Alliance Management Business Plan. Coaching of the new AllianceDirector on organization, tools, KPI, choice of the Strategic Partners.Following the implementation of Partner’s plan Choice of the partnersafter Veritas acquisition. Skilled transfer.

Strategic Business Plan for influencers companioes. Value proposition

construction for each type of partners. Liking people in each

organization.

Strategic Partner Plan : organization, objectives, process.Alliance Manager externalized during 1,5 year.

Delivry for process & KPI for Strategic Alliances Group. Business Plan &

Tools for Alliance Management team. 2 years later, optimization of

Organisation & Strategy for Alliance Management.

Evaluation of Partner Relationship Management (PRM) software to follow3 000 Channel Partners around EMEA. Assistance for the project withEuropean marketing management team.

Strategic Business Plan for Strategic Alliances. 10 major points to grow

the Partner Engagement. List of partner’s choice. Skilled transfer.

Change management for Alliances & Channel Teams for Orange, Equant

& France Telecom during 1 year.

Partners Strategy Business plan, definition & runing for Alliance &Channel. An A2Partner Consultant delegated as Partner Manager’sDirector. «Channel Pro™» Education cursus for Mid-Market Sales Rep.

© 2010 A2Partner

Some of our references

© 2010 A2Partner

A2Partner in Europe

A2Partner

A2Partner Network

© 2010 A2Partner

Olivier Choron managed all European sales and

marketing activities for global PRM-leader

ClickCommerce prior to co-found A2Partner. In that

capacity, he supervised several successful PRM

deployments for leading companies in the IT,

manufacturing, franchise and chemical industries.

Throughout his previous 10 years in the high-tech

sector, Olivier also held various senior channel

marketing positions at European and global levels

(for 3Com and Nortel Networks amongst others).

Anne Flavin: after ten years practicing Direct

Sales in IBM, from midmarket to key accounts,

and marketing implementation. Then, Anne is joining IBM

Europe to become Partners Sales representative. She

managed big ISVs (independents software vendors) for Europe.

She joins Oracle in 2000, in the Alliance and Channel entity to

develop partnerships with strategic SI’s on the technology and

applications sides, and leads the Human Resources’ market.

Anne joined A2Partner in 2010 as Consultant and manages

large accounts’ missions. Anne is graduated in Management

and Finance from Paris IX Dauphine University, and Insead.

Laurence Dugué started her career as direct

sales manager at IBM. She joined Oracle’s

Strategic Alliance team where she developed

her indirect sales skills. Laurence then moved to

Ariba to manage their most significant partners

at European level and spent 3 years at SAP as

Partners Director for France and North Africa.

End 2004, Laurence left the job of Alliance

Management Director for SAP in France to co-

found A2Partner Consulting. Laurence Dugué is

also founder and President of ADALEC,

Partnership Directors French National

Association.

A2Partner’s Team

Jean Jacques Ndoumbe has started his career in NCR

(Teradata) as Sales resp for large accounts, then, to

develop Strategic Alliances, his joined SAS, software

editor in finance analysis. Few years after, Jean –

Jacques joined Cognos to increase , follow and push

programs for the Channel (Var’s & resellers) as Channel

Manager, before joined A2Partner’s team as senior

consultant.

Norbert Gruère, began his career in

managing partnerships with launching the

Channel for Gentia, an English Software

company. Norbert then moved to Brio

acquired by Hyperion, where he was

successively EMEA Business Developer and

Indirect Sales Manager for France. In 2006,

Oracle acquire Hyperion and ask Norbert to

follow-up their 800 partners enablement

within the European Alliance and Channel

team. Norbert is graduated with an

Engineering degree from the French School

of Electronics and Computing Sciences of

Paris.

© 2010 A2Partner

AlliancesChannelsPRMFormation

A2Partner

Tour Areva 1 place Jean Miller

92088 Paris la Défense

+ 33 1 55 62 06 79

www.a2partner.com