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Selecting the Appropriate Channel
The 3 Keys for Planning Your Channel Strategy
Jeff SilbertManaging Director and FounderOrder of Magnitude Group
2Order of Magnitude Group
Order of Magnitude Group
VALUATION TODAY
VALUATION TODAY + 3 YEARS
OoM Path
Your Current Path
x
10x
?x
3Order of Magnitude Group
“M5 is the clear leader” (Mark Winther, IDC) “M5 is the benchmark for hosted VoIP services” (Jeff Pulver, PulverMedia)
“the safe choice” (Frost & Sullivan)
M5 Networks: $3 million to $23 million (’03 -‘08)
4Order of Magnitude Group
What Program(s) to Build?
Direct
Internet/Affiliate
Referral Partner
Channel
VAR
White Label
OEM
5Order of Magnitude Group
Key #1: What’s Important for your Client?
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Key #2: What’s In It for the Partner?
2005 2006 2007 2008 20090
2,000
4,000
6,000
8,000
10,000
12,000
14,000
16,000
18,000
20,000
Revenue(000)Users
7Order of Magnitude Group
Key #3: What’s Important to You?
8Order of Magnitude Group
Thank You!
Email [email protected] www.oomgroup.com Blog.oomgroup.com
Twitter: JeffSilbert
