Maximising Your Partnering Opportunities to Grow Your Business

Frank Raimondi WW Channel Alliance Manager, Intel

[email protected]

Maximising Your Partner Opportuni7es to Grow Your Business

A brief overview, followed by a panel discussion of

Partners & Vendors

Intel® Technology ProviderIntel Confidential - Do Not Forward

Utilize the engines available to promote your products/solutions

Promote the Intel Technologies you’re using

Support the health and growth of Intel Technology Providers

Drive Alignment for Sales Enablement

Tools for Winning In A Partnership

2

Intel Channel Alliances

& Solutions/Services Marketing

Events

Distribution Marketing

Incentives

Intel Sales Integration Intel BU

Coordination & Co-Marketing

Partner Training

Intel® Technology Provider

Key Relationships •  Connecting large and small alliance partners Reach: Channel Engagement & Communications •  Inteltechnologyprovider.com •  Feature Topics, Emails, Promotions

Driving Sales: Intel Engagement •  Field, Online Sales Group, Agency

Loyalty: Points •  Loyalty / incentive program -  Earn points -  Buy product

Partner Training •  On-Demand •  Webinars

Partner Events •  Intel Solutions Summit •  Technical Solutions Training (TST) & Intel Channel Conference (ICC) •  Channel Alliance Summits

Vertical Market GTM •  Education, HIT, IOT Distributor Marketing •  Co-marketing, Bridge, Incentives, Training

Channel Alliances – Integrating into program benefits

Your solutions. Our technology. Smarter together.



Are you delivering the technology that runs the world?

Don’t go it alone.

Get the most out of partnership with Intel® Technology Provider

6

2.5k+ Members

PLATINUM Partners

GOLD Partners

29k+ Members

REGISTERED Partners

105K Members

Multiple Influence Points, Creating Multiple Opportunities for OEM/Intel Collaboration to Reach Resellers

Reaching Our Reseller Partners: Intel® Technology Provider Program

Points

Training

Account Management Website and Newsle>ers Third-‐party lead-‐generaCon

Partner Events

INTEL CONFIDENTIAL – NDA Required

Reseller Focus

Intel® Technology ProviderIntel Confidential - Do Not Forward

How We Reach Partners

WEBSITE AND NEWSLETTER

S TRAINING

PARTNER EVENTS POINTS ACCOUNT

MANAGEMENT SUPPORT

INTEL® TECHNOLOGY PROVIDERS

Reseller Channel Organization

SALES & MKTG TOOLS

7

Intel® Technology Provider Intel Confidential - NDA only

You get the support, expertise and recognition you need to succeed in a fast-moving global marketplace

A program designed for you

8

INTEL® TECHNOLOGY

PROVIDER Be recognized for the

business you do with Intel

RECOGNITION

Become a trusted advisor to your

customers

EXPERTISE

Build your business with technical and marketing services

SUPPORT

Intel® Technology Provider Intel Confidential - NDA only

What do I get?

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•  Marketing materials

•  Training

•  Web site

•  Points

•  Events

•  Gold partner materials

•  Account management

•  Platinum-only events

REG

ISTE

RED

GO

LD

PLAT

INU

M

Plus many more benefits…

Quick Start to Profitable Partnering in the IT Channel

©2014 CompTIA ProperCes, LLC. All Rights Reserved. | CompTIA.org

Quick Start Agenda

Overview

Strategy #1: Understand the organizaCon

Strategy #2: Think like a vendor

Strategy #3: Work the partner program(s)

Strategy #4: Manage conflict

Strategy #5: Align roles

Strategy #6: Evaluate the partnerships

11

Strategy #2: Think like a vendor

12


The 80/20 rule

13

PART

NER

S

CHAN

NEL REV

ENUE

20%

80%

80%

20%


Partner performance measures

§  Sales Volume §  Sales Capacity §  Service Capacity §  Lead GeneraCon, Pass-‐Through & Close Rates

§  Accounts Under Management §  A>ached Sales & Average Sale Value §  Costs of Sales/Profitability §  CerCficaCons: Technical & Sales §  SpecializaCons §  MarkeCng §  Deal RegistraCon & Teaming Agreements

14

Strategy #3: Work the partner program(s)

15


Partner levels and resources

16

Be>er

Best

Tiering channel programs prioriCze resources so that most effecCve/strongest partners receive greater support and rewards.

Good


Program characteris7cs & benefits

17

Presales Support Lead GeneraCon

Technical Support

Back-‐end incenCves such as rebates and spiffs

Deal RegistraCon

Market Development Funds (MDF)

Co-‐Op AdverCsing

Free or deeply discounted equipment/product

Free or discounted services for partner’s own operaCons

Priority access to technical, engineering, and sales support

Strategy #6: Evaluate the partnerships

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A process for partner evalua7on

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Establish a baseline of all your partnerships. IdenCfy strategic partners criCcal to your performance.

Create a system for raCng each vendor against the criteria.

Define criteria for evaluaCng partners.

4

3

2

1


Welcome Our Panellists

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•  Ed Bodiam, CEO, Haladon Technologies

•  Dr. Alistair Forbes, General Manager, LogicNow

•  Paul Tomlinson, Managing Director, Mirus IT SoluCons


Up Next

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§  15.00 – Networking Break in the Exhibit Hall – 5th floor Mountba>en Lounge

§  15.45 – Closing Keynote: Jez Rose, The Behaviour Expert

– 6th floor Mountba>en Room

§  16.45 – Closing RecepCon – 5th floor Mountba>en Lounge

THANK YOU!