Partner+ Program Launch

Partner+

Date: 5th November, 2014

Partner Program Launch Webinar

We succeed when we partner

Presenter:

Hillary Gaeth Ashton, Vice President, Customer Analytics

&

Neil Barman, Head of Alliances & Partner Programs,

Customer Analytics

Contents

© 2014 Manthan

• Manthan - Introduction

• Partnership Scope – Customer Analytics Portfolio (CA)

• Partner Program Levels

• Co- Marketing

• Partner On-boarding

• Training & Certification

• Program Requirements

• Next Steps

2

Worldwide Leader in Retail/CPG

Analytics 2014 175+ Customers in 19 countries | AaaS | Switch On

2013 SaaS | Campaign Execution | Mobile Engagement

2012 100 Customers in 16 countries | eCommerce |

Customer360 | Demand Signal Management

2011 StoreOps | Guided Analysis, Simulation and Write-

Back

2010 Offices in US, Brazil, Europe, APAC | 400+ Associates

2009 50 Customers | Vendor Link | Fidelity Investment

2008 25 Customers | Customer Analytics | Analytics on

Mobile Devices

10 Customers | Institutional Investors: IDG Ventures

+ DFJ (2007) | Merchandise Analytics (2005) +

Finance Analytics (2006) | 200+ Associates

2003 The Perfect Storm of Retail, Technology, and

Econometric Sciences | 10 Associates

Tech Innovation Award

3 © 2014 Manthan

Chief Analytics Officer for ….

4 © 2014 Manthan

Contents

© 2014 Manthan




• Co- Marketing




• Next Steps

5

customer360.manthan.com

See Customer360

in Action

6 © 2014 Manthan

https://customer360.manthan.com/

Customer360 – Built for Marketers

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Predict Discover customer

opportunities by analyzing

their purchase needs,

preferences and patterns

Personalize Engage with customers on

a 1-1 basis with relevant

messages via the right

channel and at the right

time

Profit Measure the sales impact of personalized

campaigns. Improve understanding of the

customers by tracking and monitoring their

response to campaigns

© 2014 Manthan

Customer360 - Integrated Solution

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Targeting and Personalization

Customer List Management

• List Generation • Dynamic lists • Segment merge/ purge/ dedup

Campaign Execution

• Business rule • Triggered • Scheduled • On-demand • Recurring

Engagement Channels

• Email • SMS • POS • Mobile • Social • E-commerce

Algorithms

Clustering Churn Analysis Automated recommendation engine

RFM scoring Market Basket Analysis Campaign Propensity

Customer Lifetime Value

Analytical Views

Dashboards Know your Customer Loyalty Purchase Behavior

Product Mix Promotion Campaign Marketing Effectiveness

State-of-the art Data Model

© 2014 Manthan

Example use cases supported by

Customer360

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Sophia • Opt-in customer: has

indicated categories of

preference.

• “Potential new customer”

segment

Sarah • Shops perimeter

• Low frequency, shops 2

times per month

• “Secondary” segment

Holly

• Buys wide range of

categories

• Lower than average market

basket size

• “Value Shopper” segment

Emma • Loyal shopper

• Visits the store every week

and spends over $50

dollars each visit

• “All Star” segment

Joe • Buys beer & TV Dinners

• Shops lower priced items

pays full price

• At risk for churn

• “Entertainer” segment

Campaign to increase

frequency

Churn Management

Campaign

Campaign to increase

monetary

Personalized retention

campaign

Nurture and grow

campaign

Use Case example:

How do I win Joe back?

10 © 2014 Manthan

Metrics to track: Number of retained customers and campaign ROI

Conduct churn

analysis to predict

‘lost’ or ‘at-risk of

losing’ customers

At risk of churn ‘Retention’ campaign

Target

Engage with series of communications

(what’s new/ invites/ promotions/ offers)

Continue to personalize each message based

on ‘signals’ from Joe; until he makes a

purchase

Analyze

Study and predict Joe’s shopping

preferences, purchase patterns

Re-engage

Re-affirm engagement via 1-1

communication – deliver right message at

the right time via the right channel

Churned

‘Win-back’

campaign

• Built for the Business users

• Marketing use-cases pre-built in the product, which eliminates the

need for prior statistical/analytic knowledge

• OOTB algorithms for use cases and pre-configured default models

• Over 150 packaged analytic reports

• Out of the box predictive analytics

• Integrated marketing campaign execution capabilities

• Switch On

• Big Data technology innovation to radically reduce on-boarding and

go-live time for BI applications. Customer360 goes live in weeks

instead of months

• SaaS offering

• Provides scale-up/scale-down benefits quickly to meet clients

growing needs

© 2014 Manthan 11

Why clients buy Customer360?

Contents

© 2014 Manthan




• Co- Marketing




• Next Steps

12

Partner Levels

• Silver - Just Refer:

Manthan offers a simple program that provides partners an incomparable commercial proposition for simply referring an opportunity to us.

• Gold - Assist Us:

Manthan commits to support/ help the Gold Partners at all the stages (sales, marketing, implementation and ongoing client support) wherever and whenever they require us.

• Platinum - You Lead:

Platinum partnership is the highest level of engagement of a partner where partner leads the Manthan sales.

Program Features – Sales & Marketing

SILVER GOLD PLATINUM

Partner Responsibilities

Lead Generation Yes Yes Yes

Sales Cycle Only introduction. Rest will

be handled by Manthan

To handle with support from

Manthan To handle independently

Nominate a sales person No Yes Yes

Nominate a pre-sales person No No Yes

Handle product demos No No Yes

Market development activities No Yes Yes

Target commitment No Yes Yes

Support from Manthan

Sales Training 5 hours 15 hours 15 hours

Product Training No 15 hours 25 hours

Demo instance on cloud No On need basis Separate, exclusive

Co-branded Marketing

Collateral No Yes Yes

Co-Marketing Programs No Yes Yes

Partner Portal access Yes Yes Yes

Program Features –

Deployment & after sales support


Partner Responsibilities

Product deployment No Partner Leads; Manthan

supports

Partner Leads, No support

from Manthan

Client service training and

business support No

Partner Leads; Manthan

supports


from Manthan

Ongoing product support No Partner Leads; Manthan

supports


from Manthan

Nominate a functional consultant No Yes (?) Yes

Nominate product support Yes (?) Yes

Support from Manthan

On-going product training No 10 hours per quarter 20 hours per quarter

Monthly Opportunity Meets No Yes Yes

Manthan Salesforce Access No Yes Yes

Contents

© 2014 Manthan




• Co- Marketing




• Next Steps

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Co-Marketing Overview

Partner Type Marketing Support

Reseller • Listing on Partner+ Webpage

• Creative for Co-branded email templates, banner-ads

System

Integrator

In addition to the items listed in the above section

• Co-branded collateral – Creatives with partner logo and contact

details on Brochures, handouts and presentations

• Co-sponsoring of 3rd party event participation: Manthan will part

fund event expenses and provide logistical support for speakers,

expo booth etc.

• Targeted co-branded email campaigns – Manthan will drive all

logistics for the campaign

• Press Releases – Manthan will support PR engagements of joint

Client Wins and promote on Corporate webpage

Marketing

Consultant

In addition to the items listed in above two sections

• Co-presented Webinar: Manthan will drive all logistics for the

webinar

• Thought leadership content: Manthan will support the creation and

promotion of the Whitepapers and blogs




• Co- Marketing




• Next Steps

Contents

© 2014 Manthan 18

• Upon activation of partnership, Manthan partner alliance manager will

initiate an on-boarding process with your sales and technical teams

• Sessions will be a combination of in-person meetings and online virtual

meetings

• Welcome Kit:

• At the start of the engagement, a welcome kit on sales process will be

shared. This includes:

• Account prospecting and qualification criteria

• Competitive landscape

• Sales and product collaterals

• Technical Support:

• Upon completion of the sales training, partner sales teams will have access

to following Manthan systems:

• Online training portal – training documents, product demos & recordings

• Online product demo-site access

• Salesforce.com

© 2014 Manthan

Partner Onboarding (1 of 2)

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• Marketing

• Standard Manthan collaterals (examples include: product spec sheet,

business spec sheet, case studies) may be downloaded freely from Partner

portal site. Print copies available for a minimal fee

• Partners can seek support from Manthan marketing team for co-branding

or lead acquisition opportunities (e.g. Seek Manthan marketing support for

product messaging and positioning at events, conferences).

• Level of support can be determined, basis of mutual agreement of common

business plan

• Communication & PR efforts

• Upon activation of partnership, Manthan will update its website with partner

company logo and description of partner business

• Partners will also receive quarterly updates on product releases, relevant

industry news and new content that you can share with prospects

• Partnership announcements will be made via internal and external press

releases

© 2014 Manthan

Partner Onboarding (2 of 2)

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• Co- Marketing




• Next Steps

Contents

© 2014 Manthan 21

• Several formats of training will be offered basis of the level of

partnership. Formats included:

• In-person training led by Manthan instructor

• Virtual meetings

• Access to online Manthan content via portal

• Sales and Marketing

• Comprehensive sales-training in different formats will be provided. This

includes training on: product pitch, product demo, available product

packages, pricing considerations

• Technical

• Technical training includes: product architecture, feature/functionality,

security, data requirements, client on-boarding considerations

• Post-sales, product implementation training will be offered at Manthan site

© 2014 Manthan

Training & Certification (1 of 2)

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• Certification formats:

• Certification criteria:

• Upon successful completion of training, and

• Assessment by Manthan instructor

• Certification frequency:

• Certification at the end of the induction cycle

• Quarterly certification renewal

© 2014 Manthan

Training & Certification (2 of 2)

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Sales training No Yes Yes

Marketing training No Yes Yes

Product deployment training No Yes Yes

Product support training No Yes Yes

Contents

© 2014 Manthan 24




• Co- Marketing




• Next Steps

• Partner Agreement:

• Partners would be required to execute and sign a Manthan Partner Agreement

• Sales and technical staffing:

• Partners will be required to have minimum levels of staff to support the partnership

• Staffing requirements will be determined based on the program levels and will be outlined in the partner agreement

• Training and certification:

• Sales and technical team will be required to complete training – from on-boarding to review product fundamentals and continuing throughout the partnership

• Based on level of the program, a certain number of technical staff will be required to complete certification training on product deployment and client support

• Partner PoC:

• Partners will be required to assign a relationship manager that will be Manthan’s point of contact for partner communications. Similarly, Manthan will assign a dedicated partner alliance manager

© 2014 Manthan

Partner Requirements (1 of 2)

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• Opportunity management process:

• All leads and opportunities need to be registered and tracked within

Manthan’s Salesforce to reduce risk of conflicts

• Annual Business Plan

• Partners would be required to share an annual business plan prepared in

collaboration with Manthan to establish quarterly and annual goals on the

following aspects:

• Staffing: Number of sales and technical resources supporting Manthan

business

• Marketing: Customer demand and acquisition activities

• Expertise: Number of sales and technical resources certified for Manthan

product sales, deployment and support

• Monthly business updates:

• Partners would be required to provide monthly updates to Manthan on

sales, marketing, deployment updates

• Purpose is to provide visibility and identify areas where Manthan can provide

support

© 2014 Manthan

Partner Requirements (2 of 2)

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Program Benefits

Features SI VAR Reseller

General

Subscription agreement Between Manthan and Customer

Setup and on-boarding Partner Partner Manthan

Managed Services Partner Manthan Manthan

Consulting Partner Manthan Manthan

Commercials

Type/Level Platinum Gold Silver

SI 30%* 20% 10%

VAR / Consultant 30% 20%* 10%

Reseller NA NA 10%

*The recommended partner level for consultant is platinum and for VAR/SI is Gold

Contents

© 2014 Manthan 28




• Co- Marketing




• Next Steps

• Send you “Partner Feedback Form”

• Reach out to you to schedule a 1-on-1 discussion to answer your queries and discuss our interest with Partner+ program.

Please reach us with any questions/queries/feedback, you have regarding

“Partner+” program at :

Email:

[email protected]

[email protected]

[email protected]

Call:

+1- 567- 252- 5605 [US]

+91 - 080- 6717- 1995 [India]

Web: www.customer360.manthan.com/partners

© 2014 Manthan

Next Steps

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mailto:[email protected]



https://customer360.manthan.com/partners/program-overview

© 2014 Manthan 30

Data & Analytics

Partner+ Program Launch