Channel Tune - Where To Cut Where To Invest
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Transcript of Channel Tune - Where To Cut Where To Invest
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Marketing BudgetWhere to cut / where to invest….
Facts and Leads….November 2009
Jack Mandard - compuBase
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Who are we ?
• Created in 1989• European HQ Paris, France
• 25 persons from 10 different countries
• 10 outsourced call centres
• EMEA coverage:25 countries
• 12 languages used• 120.000 profiles• Services oriented
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compuBaseOne universe: ICT industry / One expertise: Channel Partners
Vendors
Manufacturers
ISV
Assemblers
Distributors
Broadliners
VAD
Services
Integrators
Hosting
Training
Software House
Managed services
Resale
Chain
Group
Resellers
Vars
Managed ServicesResellers
Retail
Shops
Mass Market
e-tailer
We cover the 4 Worlds of ICT industry…
And all partner population
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compuBaseHow we transform information into value
Data collection Organisation Marketing & BITools
compuBase Activity index
Technical skill index vertical speciality
Knowledge of offer Services, product
Contacts Profiling
Company Profiling
Database management matching, merging…
• ChannelData
• OnlineAccess
• Business Intelligence
Services
• Market Capacity
• Go to Market• Mapping & Benchamarkin
g• Value
Proposition
OutsourceServices
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Austria 1308
Belgium 2963
Switzerland 2187
Germany 21393
Spain 7714
Portugal 1218
France 23364
UK 15891
Ireland 1062
Luxembourg 89
Netherlands 5055
Italy 9542
Denmark 2436
Finland 2926
Norway 1805
Sweden 4271
Poland 4410
Russia 4300
Czech Republic 1511
Hungary 1200
MEA
North Africa 2000
South Africa 2500
Arabic Peninsula 3000
compuBase120 000 profile of IT & Telecoms
PartnerManufacturer 7197
Software publisher 5417
Publisher of software for a specific activity 5983
Publisher of software for a specific process of companies 4193
Software solutions integrator (developed by third parties) 2215
IT services, Software development (hosting, maintenance, training, bespoke software development....) 35733
Telecom services (Telecom operator, ISP...) 3675
Telecom & network infrastructure integrator 2590
IT infrastructure integrator 2089
Consulting 4588
Reselling to individuals 14016
Reselling to enterprises (hardware, software & services & assemblers) 19822
Wholesaler (resale of IT products to resellers) 4956
Large Assembling company 155
Other ICT connected activities 3456
Total 120033
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Route to success
© compuBase
2009
Goal #2
• Identify top partners
• Who exactly to recruit & why?
CHANNEL BENCHMARKING CHANNEL RANKING SALES OUT MANAGEMENT
SHARE OF WALLET
CHANNEL SCORING
CHANNEL AUDIT
RE-ALLOCATION
ANIMATION/ EXECUTION
CLIENT STRATEGY INPUTMARKET PRIORITIES INPUT
Goal #3• Prioritise partners• Good ressource
allocation
• What revenue to gain ?
In cooperation with other consulting companies compuBase services
RECRUITMENT
CHANNEL MIRORRING
Goal # 1
• Identify and indicate strengths and weaknesses
• What target group to recruit ?
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Marketing priorities….
TOP priorities• Demand generation (83%)
• Client Loyalty programs (80%)• Company branding (80%)
• Launching new offers (64%)
DOWN prioritiesMore coop marketing (46%)
New Innovative Marketing process (45%)Outsourcing Marketing (3%)
Source IDC
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2009 Marketing Budget….- 15 %
Source IDC
But what impact for the Channel Marketing Budget ?
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Channel Marketing priorities….
Source Aressy/ IT partners
Resellers• Free Demo Product• Direct Contact• Ok for leads,
but only the qualified ones!
• No time for training• No time for
certification
Vendors• More proactivness for
new product launch.• Better usage of provided
leads.• More skilled partners.• More dedicated
partners.• Tracking ROI on MDF.
Be my sales force Easier, Faster sales & Margin.
?
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How vendors deal with their channel marketing with
present resources….- N°1 Keeping my good partner active:
feeding them.- N°2 Analysis the market capacity:
understanding the territory gap, vertical gap, channel gap.
- N°3 Setting up systems to monitor and understand: measuring the ROI.
- N°4 Seeking for new market: emerging territory, emerging market, new channel.
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Media priorities….
Declining Media: not ROI mesurable
All traditional Media >>>> Pure Branding
Uprising Media: ROI mesurable
Web, Directory, Events, white paper >>>>> Client Contacts, One to one
Marketing, eco-systems…Source Aressy / IT partners
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Action Action Action! (but measurable)
Top preferred actions :Market sizing / capacity
- How many partners?How many distributors?
- How many indirect sales rep I must put?Recruitment
- Top Partner (no time for the other), ok but how to find them…?Outsource marketing
- What to internalize / what to externalize?- What to localize? / what to EMEAize? / what WWize?
Setting up SaaS platform- What platform?- Sales out management?- Lead distribution?- Lead management monitoring?- MDF management…?
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What are your new priorities?
Business Intelligence Eco-Systems
Managing the Transactional FlowReaching new channel
Mastering Lead Generation ROIPartner Education & TrainingPartner concentration, M&A
One To One Marketing
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Is this the end...?
Next time we will discuss about how to optimize budget....
Or...
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BUDGET OPTIMIZATION
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Can you tell the difference today between these two roads?
Speed?Time?
Easiness?Cleverness
?Efficiency?
Today it’s only
MONEY
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What does not work….• Spend more money to get more revenue….• Spend more money to get more margin….
What works…..• Spend less money to get more or less the same
and dream for some more!
OPEX OPEX OPEX religion…
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Which are the methods?
The magic onesThe realistic ones
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How to spend less….The magic Method I
100
30
30
30
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How to spend less….The magic Method II
80
30
30
30
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How to spend less….
« A man with your abilities should go far..
Which is good because we’re outsourcing your job to Thailand »
The magic Method III – The Faraway outsourcing
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How to spend less….The magic Method IV: Take out people keeping
the same tasks
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How to spend less….For the Marketing most of these methods do not work…
Why?
• Most of the time because Marketing people are always short of budget and have already optimize theirs….
• Good news: we have clever people. • Bad news: is if we cannot change the result, we have
to change of paradigm…
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What means “Changing the paradigm…”?
4 dots in a
square…How to
jointhese 4
dotswith a
max of 2 continuous lines?
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Remember DELL in the 90sNo room in the channel for a new vendor
No time to build a channelToo expensive to build a channel
Change the paradigm
Let’s remove the CHANNEL… Let’s go directPrices go down fast … Let’s go faster being direct
Change again the paradigm
Let’s grow again, … Let’s go indirect
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Remember ACER Top Distributors are blocked by HP
Top Distributors are spoiled by MDF vendorsCorporate Dealer snob new brands
Change the paradigm
Remove the TOP Distributors from the scope, let’s invest in local distributors
Let’s work with local VARs addressing SMB and forget the coorporate dealers.
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Changing the paradigm…
•Optimize•Unionize•Cleanse
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Change of paradigm…Optimize the scope of the business
• Number of products / range• Number of channels• Number of partners
Method 1: OPTIMIZE YOUR SCOPE OF BUSINESS
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Method 1 – Channel Optimization
Channel
Size
A first Distributor
Many Distributors
A new channel
1st Channel Optimization
Acquisition – Channel Merge
Many Key Partners
Some Key partners
2nd Channel
Optimization
Time
250
500
1000
5000
50
5
OPTIMIZELess resellers
But good coverage
- By Channel- By industry
- By Geo
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Method 1 – Channel OptimizationBenefits :
- Less partners to manage- Better coverage- More money per partner- Optimize your channel capacity, share of
wallet…- Reallocate resources
- Managed partners- Tele managed partners- Distributor Managed partners- Web managed Partner
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Change of paradigm…Reduce the cost of your business
• Share Products catalogs• Share Channel Data collection• Share Channel Data Analytics
METHOD 2: UNIONIZENo money… Learn to Share!
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Unionize = cloudShare with your competitors the costs of non
strategic tasks
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What to share?TO SHARE or NOT TO SHARE?
CHANNEL BASIC INFORMATION YES
CHANNEL ADVANCED INFORMATION YES
CHANNE BRAND PERCEPTION NO
YOUR RELATION WITH CHANNEL NO
POS / SELL OUT REPORT DATA NO
POS / SEL DATA SYSTEMS PROCESSING YES
DIRECTORY / ICT REPISOTORY YES
DATA COLLECTION / UPDATE YES
MARKETING TECHNICS YES / NO
MARKETING STRATEGY NO
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What to share
Key PartnersTelemanaged
PartnersUndefined / Not
ManagedPartners
Address
Basic info
Contacts
Contact names / emails
Permission
marketing
Economics
Activity
Turn over
Revenu origin
Market
Client target
Product sold
Etc…
My relatio
n
Sells out data
CRM
SharePrivate
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Method 2 – UNIONIZE DATABASEBenefits of a unionized database:- Access to a larger scope of business in an
instant.- Avoid matching and duplicates removal cost.- Change target effortlessly.- Add new information instantly.- Manage usage.- Pay on usage possibilities.- Manage nixies easily.- Multiply by two the strength of your channel SI.
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Change of paradigm…Reduce the volume of Marketing
METHOD 3: DATABASE CLEANSING
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Method 3 – DATABASE CLEANSINGTYPICAL CLIENT CASE
• Original client database : 3,500 records• 2,400 found in the channel database• 600 errors from client’s database (deletion,
duplicates, mergers, etc.)• 500 profiling and integration in the compuBase
process• Online based system, permanent update• No data property....
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Method 3 - CLEANSINGResults of a cleansing:- Reduce the mass of companies to address (average
minus 30%)- Increase Sales department’s efficiency and
confidence into the internal system, less wrong numbers, out of scope companies…
- Increase good telephone numbers (+20%)- Gain new emails (up to +50%)- Gain new contacts (up to 40%)- Gain new key fields for matching (Dun’s, VAT number,
National ID number…) for MI
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Optimize your budget with thebenefits of a good database
Gain new business
opportunities with
Gain Sales team efficiencyreducing
Reduce the Marketing
expenditure removing
• Unknown clients• Unknown
contacts
• Lack of confidence
• Time lost• Wrong mail add.• Wrong email• Wrong tel.
number€
€€ Reduce the
Marketing expenditure
removing
• Wrong mail add.
• Wrong email• Wrong tel.
number
€
Gain Sales team efficiencyreducing
Reduce the Marketing
expenditure removing
• Lack of confidence
• Time lost
• Wrong mail add.
• Wrong email• Wrong tel.
number
€
€
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Be enthusiastic & Keep the spirit