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Hosted by Adrian Davis, CEO, Whetstone Inc.

SIIA Channels Webinars:

Selecting the Appropriate Channel

Moderator:

Adrian Davis, President & CEO, Whetstone, Inc. Panelists: David Lloyd, President, IntelliResponse Inc.

Jeff Silbert, Managing Director & Founder, Order of Magnitude Group

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SIIA Channels Webinar Series

Avoiding Channel ConflictPrice for SIIA Members: Free, Non SIIA Members: $89

Tuesday, November 24, 2009 - 1:30pm to 2:30pm EDT

Building a Sales Compensation that WorksPrice for SIIA Members: Free, Non SIIA Members: $89

Wednesday, December 9, 2009 - 1:30pm to 2:30pm EDT

How to Communicate with and Train Channel SalesPersonnel

Price for SIIA Members: Free, Non SIIA Members: $89Wednesday, January 13, 2010 - 1:30pm to 2:30pm EDT

http://bit.ly/siiachannels

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SIIA Channels Working Group

We need volunteers to help

Advise SIIA on projectsPlan future activities

Focus on Channel Issues

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Software & Education Nomination Deadline:Oct 16, 2009

www.siia.net/codies

*For more information contact Lisa Mitchell-Brooks,

[email protected]

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Keynotes:

Lars Dalgaard

CEO, SuccessFactorsZach Nelson

President and Chief Executive Officer, NetSuite, Inc.Michael Lock

Director, Americas Sales & Operations, GoogleEnterprise

http://www.siia.net/ondemand

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Selecting the Appropriate

Channel

The 3 Keys for Planning Your Channel Strategy

Jeff Silbert

Managing Director and FounderOrder of Magnitude Group

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8Order of Magnitude Group

Order of Magnitude Group

VALUATION

TODAY

VALUATION TODAY

+ 3 YEARS

OoM Path

YourCurrent Path

x

10x

?x

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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)
http://test.m5net.com/press.php?page_id=445&

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What Program(s) to Build?

Direct

Internet/Affiliate

Referral Partner

Channel

VAR

White Label

OEM

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Key #1: Whats Important for your Client?

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Key #2: Whats In It for the Partner?

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Key #3: Whats Important to You?

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About IntelliResponse

100% SaaS/PaaS

100+ customers 250 implementations

Growing partnerships

Magic Quadrant 09/10 Seybold Star Q1/Q2

David Lloyd

President

15

FinancialServices

HigherEducation

Consumer/Corporate

IntelliResponse is the Instant Answer Agent deliveringone right answer across customer service channels
http://www.google.ca/imgres?imgurl=http://www.lovemytool.com/photos/uncategorized/2007/11/16/psu_logo.png&imgrefurl=http://www.lovemytool.com/blog/2007/11/penn-state.html&usg=__f_h0fATCOt-30GIUhXKE59aKElc=&h=96&w=150&sz=8&hl=en&start=11&tbnid=EKBHGJEky4MMHM:&tbnh=61&tbnw=96&prev=/images?q=penn+state+university+logo&hl=enhttp://en.wikipedia.org/wiki/Image:UWMSeal.PNG

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Business StrategyChannel choices are dependent upon where you want to

be on certain continuums

On Premise SaaS

Closed Model Service Oriented

Narrow Broad

Solution Breadth

Delivery method

Interoperability

WebWebAutoChat

AutoChat Mobile

Mobile SocialSocial ChatChat EmailEmail VoiceVoice

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Our View of Channels

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Direct Model

Pros Cons Business scale

Care and feeding

Coverage issues

Conflict with channels

Value proposition

Market feedback

Product feedback

Account control

Sales control

Important to a company in new or unknown markets toensure they are seeing the opportunity while developing

effective strategies. Cant drive partner strategies if youdont know the market.

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Partnership Model

Pros Cons Not strategic (one of 100s)

Channel conflict

Increased costs

Gaining partner attention

Sales/Marketing/Technical

Leverage sales channel

Increase local/intl reach

Increase strategic value

Deeper market insights

Competitive positioning

Most important to identify key partnerships that are more than

an LOI. Initially find tier 2/3 partners that need you. Tier oneswork when there is a real deal on the table. 1+1=3

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ISV Model

Pros Cons Support costs

Product discipline

Relevancy to ISV

Integration requirements

Reduce service costs

Establish ecosystem

Part of larger solution

Large part of the success is based on platform decisions.How open is your platform to allow the ISV to rapidly plug

and play without huge overheads.

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Customer Model

Pros Cons Product Discipline

Support costs

Vendor conflicts

Sticky/Entangled

Land and expand

Become strategic

References

Customers as a channel is my favorite as it can driveintegration and partnerships while expanding usage. Onceour services are embedded in our customers solutions we

are exceptionally sticky. What is the average build cycle ina major company?

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Our Focus & Why Partnerships are critical to grow our footprint.

Choose wisely, good ones take time

Can take 12+ months to bear fruit

Tier ones are not always your first choice

Customers We Believe in an open services answer platform

Customer can consume our services

Can drive deep linkages into internal solutions Drive to be IR inside

We charge on the transaction

Objective is to have our services in channel requiring answers This affects our partnering strategy

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Q&AJeff Silbert

Managing Director & FounderOrder of Magnitude [email protected]: @JeffSilbert

David Lloyd

PresidentIntelliResponse

Inc.

[email protected]

P: 416-214-9337 x 231

Twitter: @1RA

Adrian Davis

President & CEOWhetstone [email protected]: 416-410-1456Skype: adrian.davisTwitter: @salesscientistLinkedIn: linkedin.com/in/adriandavis

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Channels 2

Documents

Transcript of Channels 2