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Channels Evolution

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What we do • Build and Deploy Channel Programs to drive solutions

through channels − Focused on Telecom and Networking− Specialized Lifecycle, Managed, Cloud, Hosted

Solutions − Highly Specialized in helping organizations enter the

channel or created new revenues through channels − Can Provide the channel Program, Marketing and

Channel Sales Skills needed − Specialized in high value solutions selling through

partners • Practice Areas

− Channel Program Development − Channel Sales Leadership− Channel Product Development− Channel Product Management

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Practice Focus Areas• Channel Program Development / Evolution

− Build New or Optimize existing Channel program − Focused on organizations diving into channels or

those not seeing traction with existing program − Program Ideation, Strategy through Development &

Launch • Channel Sales Leadership

− Partner enablement− Quickly qualify existing or identify new channel

Partners − Channel Sales Leadership & Training − Sales Team optimization / refresh

• Channel Product Development− Current Services Offer Review and Update− New Services Offer Development & Launch

• Channel Product Management•Product Management•Pricing, Delivery Management etc.

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Global Experience• 100% Channel Focus

− Experience In EMEA, CALA, Americas & Asia

− 18+ Years Services Sales, Channels, Marketing And Product Management

• Successful Services Product Development & New Go To Market Models

− Lifecycle, Managed, Hosted, Deployment, Support, Professional & Advanced Services

− Channels, Resale, Distribution, OEM And Direct • Documented Long Term Sales Success

− High Commodity Sales (Packaged Services) And Custom Services

− Cloud, Managed Solutions

− Channels

− Sales Team Evolution – Commodity To Solutions Team Development

• P&L Management From $3m To $650m

− Revenue Growth, Cost Containment & Restructuring

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Methodology• Industry Tested Model to Determine channel

success and rapidly deploy channel strategy, program and sales

• Build • Channel Strategy – What do you want the

channel to do for you – is that realistic, achievable ?

• Evaluate• Internal and External Forces such as your

market position, value, competitors etc. • Determine

• Channel Cost – How do you maximize sales through channels with a minimal amount of people, resources and investment ?

• Develop • What do you need to do to get the channel

working for you ? What should they do ? • Drive

• Partner Enablement – You have them signed now what – How do you maximize the demand the channel

• Determine why existing partners who are signed are not producing – Why and how to fix it

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Capabilities

Channel Support & Development

• Channel Model Evaluation and Recommendations

• Build and Manage Channel program (Products, Services)

• Define Go To Market Model balance (Channels, Direct, OEM)

• Partner Enablement - Services Resale, Services Co-Delivery, Packaged & Custom Services

• Channel Sales Leadership• On-Going Channels Management

and Leadership• Partner Accreditation program,

Evaluation and Skills Mapping• Find recruit, train and mange

channels

Business Development & Sales Leadership

• Define go to Market Model (Direct, Channel, Wholesale, OEM)

• Define Value Proposition• Commodity vs. customized mix • Qualify, Developing Custom

Solutions and Deal Close Support• Sales Support Model Review and

Development

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Capabilities

Portfolio Ideation Activities

• Situation Analysis• Competitive and Market

Analysis• Portfolio Vision, Current &

Future offer state, and Map• Define What offers Could be

delivered today• Define Go to Market Model

(Channel, Wholesale,OEM,Direct,TPM)

• Build Project Plan, Offer Roadmap, Development and Deployment Plan

• NPI Model, Timeline and Mapping

Current Offer Review & Update Activities

• Review Portfolio model - What is it today, what does it need to be

• Review Service Description, SOW, Pricing

• Review Branding and Collateral

• Review Service Description, SOW, Deliverability, Pricing models - Update as Required

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Capabilities

Sales Enablement & Evolution

• Evaluate Sales Team to Review Consultative Sales Approach

• Define mix of capabilities to sell Non-Tangible solutions over pure product sales

• Development Of Solution Selling Methodology

• Define Strategy To Transform Sales Into Consultative, Lifecycle & TCO Approach

• New Hire - Sales Profile Mapping to required Skill Sets

• Develop Sales Support and Training Models

• Sales Support - Handholding and best practices

Product Management

• Collateral Review and Update• Customer Success

Communication• PR• Customer Satisfaction

Management• Renewals Management• On-Going Sales Support and

Training

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Capabilities

Offer Development Activities

• Customer Need analysis• Internal Analysis Sales,

Leadership, Delivery• Competitive Analysis• Market Analysis• Delivery Methodology• Profitability• Contracts/SOW• Pricing Model Development• Launch Plan Defined, Timeline

and Activities

Offer Launch Activities

• Collateral Requirements Defined

• Brochure• Competitive Positioning• Customer Testimonials,

Presentations• SOW and Service Descriptions

Creation• Delivery Methodology

documentation• Pricing Tools• Sales Tools• Contracts Completion• Web Content• PR Activities (PRNewswire,

Press Kit Development)

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Engagement Example • Unified Communication organization

− Selling exclusively through carriers wanted to deploy new channel program to identify enterprise customers for UC SIP Trunk offer

− Target Cisco, Avaya– To add UC SIP to Managed or Hosted Stack

• My Role − Assist in the development of new resale channel

for UC white label solutions− Evaluation of Channel Program, Positioning, offers,

pricing, value proposition− Identify Partner Targets – Help Drive new sales − Evaluate Sales Team – Conduct Training Make

Personnel Recommendations− Rapid Deployment of New channel program − Deploy tested model to evaluate channel

opportunity and model to determine viability and opportunity for channel

− Rapid knowledge gathering 2-3 weeks − Fast identification of prospective partners, re-

qualify existing partners • My Value

− Ability to quickly evaluate channel opportunity and program

− Ability to balance program marketing, product and channel development and sales leadership given immediacy of opportunity and growth requirements

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Engagement Example

• Phase 1 - Program Review and Competitive Assessment

− Assist with review of proposed channel model and program

− Competitive Analysis of other offers and programs

− Identify core target reseller profile • Phase 2 - Find and Contract with New Partners

− Develop and contract with key reseller targets • Phase 3 - Drive Deals to, through and with New Partners

− Drive UC Sales through key reseller targets • Phase 4 - Channel Sales and Program Management

− Refine, Review program as required