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PARTNER SEARCHLeading the way for successful partnerships
Partner search services
Partner search services
teknowlogy has been involved in partner search andmerger & acquisitions consultancy for more than 25years. teknowlogy’s value proposition is based on:
• Our proximity and intimate knowledge of theEuropean IT landscape
• Our quantitative and qualitative approach basedon our SITSI® (Software and IT Services Industry)research
• Our total focus on the project rather than on ourfinancial advantage
teknowlogy offers 4 main services:
2018 Partner Search2
1 Partner search
2 Willingness check
3 Partner onboarding
4 Partner education
01 Partner search &willingness check
Partner search methodologyOrganization of phase 1 – identification and selection
teknowlogy ensures a complete screening of potential partners.
5-10 potential partners that meet expectations (and offer a tangible
potential for success) are shortlisted.
As part of the regular communication process with the
customer, the lists of partners and selection criteria are continuously
reviewed.
4 2018
Partner profiling – validation of the main search criteria
Target pool delivery
Selection of a ‘long list’
Assessment and evaluation of the target partners
Selection of a ‘short list’
Strategy workshop/decision
Partner onboarding
Willingness check
Ongoing client interaction
Optional: partner education
Partner searchThe project is structured around the following phases
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1) VALIDATION OF KEY CRITERIA
• teknowlogy validates the search
criteria during a workshop with the
client.
• Target characteristics: specification of
selection criteria
• Possible exclusion criteria
2) COMPILING A POOL LIST
• teknowlogy sends a list (candidate
pool) to the client that contains a
number of potential partners matching
the profile of selection criteria jointly
defined.
3) WORKING TOWARDS ALONG LIST
• After a first exchange with the client,
teknowlogy continues its analysis
based on the criteria discussed to
draw up a long list. teknowlogy
refines the criteria and adds details if
necessary to narrow the pool down to
a long list.
• This long list is then discussed before
being validated by the client.
Partner searchThe project is structured around the following phases
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4) WORKING TOWARDS A SHORT LIST
• teknowlogy analyzes the long list using a set of detailed criteria and applying a weighted scoring system to each criterion.
• This scoring system allows teknowlogy to draw up a short list of companies (approximately ten) that best match the client’s ideal partner.
5) FINAL WORKSHOP
• teknowlogy conducts a final workshop to discuss the best scored targets and their evaluation in detail.
• The objective of the analysis is to agree on the most suitable targets for a willingness check.
6) PHASE 2: WILLINGNESS CHECK AND INTRODUCTION
• In its position as a neutral analyst company, teknowlogy directly approaches the potential partners from the short list. This stage serves to explain the benefits and framework conditions of a potential partnership, as well as to find out whether there is any interest to discuss a partnership with your company.
• Ideally, this approach is supported by an analysis carried out by teknowlogy on the market environment and the opportunities arising for partners in the context of your company’s portfolio (cf.“partner onboarding”).
• teknowlogy keeps you posted on the status of the discussions on a regular basis and relays the contact details of interested companies.
02 Partner onboarding
Partner onboarding
Once you have selected your potential partner and discussions
are underway, we can actively support the negotiation process by
sharing our in-depth knowledge and expertise to help you make informed
decisions.
Our approach is fully focused on your business interests, prioritizing
the success of a partnership for both provider and partner.
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Partner onboardingExamples of services we provide during this phase
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ANALYSIS OF THE MARKET ATTRACTIVENESS FOR PARTNERS
The objective of the analysis is to use independently sourced information to illustrate the attractiveness of the market environment and the potential of your company’s offering for potential partners. Ideally, teknowlogy delivers the results of the analysis as early as during the willingness check. teknowlogy creates a research document (analysis of market attractiveness for partners) as a complement to your company’s information material that presents the market environment and the opportunities for partners in the context of your portfolio. We also conduct a quantitative analysis of the addressable market for partners: market figures (market volume and growth) for consulting and systems integration services for your portfolio in the selected region/country.
On the basis of a dedicated briefing on your product portfolio and an analysis of the information material provided, teknowlogy analysts evaluate your company’s value proposition and partner concept, comment on it, and – if applicable – provide recommendations on how both can be improved.
The material prepared by your company is validated and commented on by at least two analysts with extensive experience in the context of your portfolio. If applicable, the analysts make recommendations on how it can be improved, and are also available for any further questions from you. The validation is performed within 1-2 weeks after the briefing and provision of the material.
REVIEW SERVICES & MESSAGE CHECK
03 Partner education
Partner education
teknowlogy has a comprehensive portfolio of services to support the
process of partners’ sales enablement. In view of the
challenges faced by your company, we recommend combining the
modules to create an integrated “Partner Education Package”
(details on the following slides).
Our approach is based on optimum support for partners when it comes
to selling your solutions and services.
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Partner educationExamples of services we provide during this phase
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ARGUMENTS/CHECK LISTS TO SUPPORT CUSTOMER APPROACH PROCESSES
teknowlogy compiles well-founded arguments based on analytics to provide sales support to the partners; all arguments/lines of discussion are presented in a clear and comprehensible way. The aim is to provide the partners’ sales teams with arguments enabling them to approach new customer groups that are relevant for your company –marketing, sales, purchasing, top management, etc. – but also to raise the upselling potential with their existing customer base.
Together with your company, teknowlogy holds workshops to prepare your partners’ sales representatives for the strategic sales process for services related to your solutions. Furthermore, we can provide support in the form of speeches or availability as discussion partner at relevant events. The structure of the sales enablement workshops/trainings is defined by you and teknowlogy in a joint effort. teknowlogy’scontribution focuses on the provision of strategic arguments while you are responsible for technical specificities.
SALES ENABLEMENT WORKSHOPS/SUPPORT WITH SALES ENABLEMENT EVENTS
Partner educationExamples of services we provide during this phase
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CUSTOM CONTENT CAMPAIGNS TO SUPPORT SALES PROCESSES
teknowlogy, in consultation with your company, produces exclusive analyses supporting the partners in their marketing and communications efforts for your solutions. Suitable formats include trend studies, the results of which are communicated exclusively to customers by the partners, as well as white papers, in which teknowlogy illustrates the benefits of a solution in a customer-focused manner.
For further details, see pages 14-18
Together with you, teknowlogy identifies the most important solutions from competitors in a specific market segment. Subsequently, teknowlogy analyzes the strengths and weaknesses of these solutions and prepares attack/defend arguments relevant for the sales process of your solutions; these arguments are compiled and presented in the form of sales battle cards.
SALES BATTLE CARDS
04 Add-on: custom content campaigns
Custom content campaignsteknowlogy’s modular campaign approach – component overview
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Trend study
Webinar
Q&A
Spotlight analysis
White paper
Case study
Position yourself on the market with current technology & trend topics! You obtain independent, well-founded arguments for lead generation as well as valuable research results for your strategic approach.
Generate leads, and interact directly with your clients and prospects! A teknowlogy expert supports you in introducing your offering. teknowlogy moderates and digs deeper.
Present yourself as thought leader! teknowlogy conducts a comprehensive interview on practical implementation issues and your future roadmap with one of your corporate executives.
Reach your specific target groups with precise analysis! teknowlogy creates a short and concise analysis that addresses a specific focus topic –based on the results of a trend study or multi-client study, and aligned with the requirements of selected target groups.
Present yourself as innovator! teknowlogy introduces the main pillars of your solution/offering, discusses practical implementation (illustrated with client quotes and short sample cases, if requested), and outlines essential success factors.
Demonstrate implementation competency and the relevance of your offering put into practice! teknowlogy creates a comprehensive case study with one of your reference clients and outlines the opportunities and challenges.
Speaker engagement Get your message across with the help of a neutral teknowlogy analyst at a client/partner/press event!
Blog post Show you’re up to date! teknowlogy creates a short and concise comment on a specific topic – based on the results of a trend study or current research, and tailored to the requirements of selected target groups.
Infographic Draw attention with an appealing infographic! To emphasize your messages, teknowlogy creates an infographic and visualizes complex facts as well as current study results.
Analyst quote Support your PR messages by neutral analyst quotes!
Custom content campaignsModularity – overview of benefits
Continuity
• Continuing presence over several months.
• Continuous generation of awareness by means of topical content and accompanying (social) marketing measures.
• If requested, update and reissue of the trend study in subsequent years in order to demonstrate continuity and long-term development.
Flexibility
• The modules can be individually combined depending on the campaign targets.
• Addressing various target groups/roles and specific topics via different formats.
Efficiency
• Through partial reuse of results and contents as well as by means of efficient project management.
• Accompanying measures to support the distribution of contents among the target group.
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Custom content campaigns
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Active support throughout all stages
Planning
Execution
Marketing
• Planning: teknowlogy supports the planning of topics, key messages and formats as well as target groups. The scheduling takes into account the customer’s requirements.
• Execution: In close coordination with the customer, teknowlogy realizes the different actions that are part of the campaign.
• Marketing: teknowlogy also provides active support for the customer by spreading their messages. This is done in a joint effort. The customer can freely (re)use the contents created by teknowlogy. teknowlogy will be happy to discuss some ideas on this with the customer’s marketing team.
Custom content campaigns
Continuity:
Permanent presence over at least 6-9 months with exclusive content rather than short-lived single activities.
Flexibility and effectiveness:
All elements can be individually combined in line with your goals.
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Flexibly combine individual elements and rely on continuity – example
KEYNOTESPOTLIGHT ANALYSISQ&AWEBINAR
TREND STUDY
Research basis for campaign
ABOUT US
teknowlogy’s IT market expertise
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30+ countries directly covered
30+ countries directly covered
• Application services • Infrastructure services • Application software
• Infrastructure software • Business process outsourcing
• Engineering services
20+ horizontal segments
IoT
Digital
Cyber security
20+ horizontal segments
Cloud
Big data
9 vertical segments
Banking
Insurance
Telecom
Public
Manufacturing
Services
Transport
Retail
Utilities
teknowlogy’s IT market expertiseIn-depth analysis of local markets is at the heart of our research – and results in the teknowlogy reference model. • This detailed, multidimensional analysis
drives our unique bottom-up approach, enabling us to provide a granular and reliable global market view.
• Thousands of mostly face-to-face interviews with decision makers from both IT users and IT suppliers, complemented by more than a hundred surveys each year and an efficient research organization, build the basis of our knowledge.
• Through a tried-and-tested recurring process of bottom-up and top-down assessment and validation, supported by both our knowledge management database and regular dialog and workshops among our global team of analysts, we make sure we leverage the comprehensive knowledge built from all our projects and reports.
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teknowlogy’s referencesThese companies trust us
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