main insight 2018main insight event 2018 dach semi-strategic investor for established software firms...

Main Insight Event 2018 DACH

Successful partner strategies:

How software companies can boost their revenue


| 2Semi-strategic investor for established software firms

Time Program

10:30-11:00 Welcome reception

11.00-11:20Charly Zwemstra

Managing Partner

11:20-12:00Frank Schiewer

SVP Global Head of Alliances and Channel6 Keys to winning the Partner Game

12:00-12:40Marcus Nagel

Co-CEO & Chief Channel Officer

Aufbau des Channelmodells bei dem mittelständischen

Softwarehersteller JobRouter AG

12:40-13:40 Lunch

13:40-14:20Christof Majer

VP Global Partner Program

International Expansion & Geographic Coverage

Strategies and Execution

14:20-15:00Iliyana Stareva

Global Partner Program ManagerHubspot Partner Program

15:00-15:20 Coffee Break

15:20-16:00Interactive panel discussion

(all speakers)

16:00-18:00 Networking Drinks

Chairman of the day: Sven van Berge Henegouwen (Partner Main Capital)

Main Capital is an entrepreneurial partner for growth

Semi-strategic investor for established software firms

> €375M in committed capital

Main Capital V raised in 2017

€5-35M equity investments

Offices in Düsseldorf, The Hague &

Amsterdam

21 companies in portfolio

10+ add-on acquisitions

3.000+ companies in network

21 investment professionals

€200M in aggregate revenue

€40M in aggregate EBITDA

1000+ FTEs

Since 2003, Main exclusively focused on

investing in mid-sized (SME) software

companies

Active investor supporting portfolio

companies by sharing network, knowledge &

experience

Strong portfolio with market leading software

companies and abundant exit opportunities

Main Capital Partners is a strategic investment firm with a dedicated sector focus on product

software companies in the DACH and Benelux region

| 3

Institutional investors

▪ Pension funds

▪ Insurance companies

▪ Asset managers

▪ Fund of funds investors

Informal investors

▪ (Ex-) Entrepreneurs

▪ Family offices

▪ Wealthy individuals

Many years of experience and investment focus is the key to success


▪ Product software & IT companies in the Benelux & DACH region

▪ Profitable with revenues between EUR 5 - 50 million

▪ Scalable business model and operating internationally

▪ Strong track record of management

▪ Clear distinguishing position in large/growing market

▪ Sufficient exit opportunitiesINV

ESTM

EN

T

CR

ITER

IA

OU

R

FU

ND

ER

S

▪ Long term industry growth (50 year CAGR: 11%)

▪ Globalization is driving worldwide demand for software

▪ Scalable business models

▪ Recurring (predictable) revenues and lock-in

▪ Highly profitable industry

▪ Excellent buy & build and exit opportunitiesWH

Y

SO

FTW

AR

E

| 4

Main Capital strives for an entrepreneurial partnership

• EUR 5 – 50m revenue

• Profitable

• Strong management-team

• Strong competitive market position in

growth segment

• Organic growth and add-on acquisitions

• EUR 15 – 75m revenue

• EBITDA-margin > 25%

• Increased proportion of recurring revenues

• Internationalised revenue with a cross

boarder approach

• Improved operational processes

• Increase of substance in market share, size

and visibility

Semi-strategic investor for established software firms | 5

Selection of (former) portfolio companies

Financial

servicesBPM


Partnering with a professional & engaged team in DACH and Benelux


Eva Greger

Office Manager

Jeroen de Vreede

Business Analyst

Philipp Brüggen

Business Analyst

Aranka Roovers

Office ManagerJeffrey Sanya

Business Analyst

Niklas Rudolph

Business Analyst

Pieter van Bodegraven

Partner

Wessel Ploegmakers

Sr. Investment Manager

Ivo van Deudekom

Investment Manager

Sjoerd Aarts

Investment Manager

Jorn de Ruijter

Associate

Daan Visscher

Business Analyst

Wilko Scheurwater

Partner Chief Finance, Risk and

Governance Officer

Mathijs Voogt

Business Analyst

Charly Zwemstra

Managing Partner Sven van Berge Henegouwen

Partner

Rob Tuinte

AssociateYves Souren

Investment Manager

Dorian Berndt

Business Analyst

Philipp Urbach

Associate

Lars van 't Hoenderdaal

Member IC

| 7

Changing times

towards Future proof

technology platforms Changing times

Towards new software

delivery models

Successful international

partner strategies for

software companies

Successful marketing

automation strategies for

software companies

Sales Effectiveness

Driving successful sales in

software companies

Customer success: measuring

customer experience,

engagement and customer

retention to drive business

growth

Main Software 50

Presentation ING Group CIO on

importance of software for

transformation of ING

Main Software 50

Presentation CIO

Bol.com on importance

of software for growth of

Bol.com

Main CTO Day

Experience with developing in

PAAS platforms

Main CTO Day

Presentation CTO Exact

Leading industry experts share their knowledge on our events

Successful partner strategies

(DE): How software companies

can boost their revenue

2012

2013

2014

2015

2016

2017

2018

Shift towards recurring

revenue models (DE): Benefits,

challenges and best practices


Software firms with well-established partnerships grow significantly faster


Tap

new markets

Gain access to partners’

customer base

Reduce customer

acquisition cost (CAC)

Leverage market knowhow,

feedback & further differentiate

Extend

brand awareness

Offer

local support

A survey amongst Main 50 participants shows that software firms with more than 10% revenues generated by

partners grow on average significantly faster than firms with less

| 9

The definition of the partnership strategy and partner profiles before the roll-out is a crucial part for the success of

the collaboration

Partnership types are diverse and must fit the company’s needs


Partner that adds features or services to an existing product before reselling it

as an integrated product a/o introduces the product to new geographic

markets/verticals

(Value added)

Reseller

Cooperation on a development levelTechnology

Partner that takes over implementation a/o hosts the solution, 1st and 2nd level

support – Often combined with reselling

Implementation&

Managed Services

Company’s products are used as components in partner's product or branding

of the partner is used

OEM and

whitelabelling

Cooperation is organized via new entity in which all partners are shareholders –

Often new products a/o projects

Joint Ventures &

client partnerships

Join large ecosystem around a large software vendor or create own ecosystem; e.g. appstoresEcosystems

| 10

Partner strategies face various potential problems – which can be solved


I cannot find partners

• Partners are not coming pro-actively

• Not interested in partnerships

Improve marketing and visibility to

partners

Improve the partner program and

strengthen value propositions

Revisit determinants to pick the right type

of partner

Partner strategy does not lead to

desired results

• (Large) partners don’t do sales

• Implementations go wrong

Consider the advantages for partners and

customers, how do partners earn money?

Improve support through partner lifecycle

Revisit incentives, also through partner

organization

Be careful with too large partners

Successful partners are not successful

anymore

• Success of specific partners diminishes

Revisit determinants of type of partner

Industry benchmark to monitor and

improve the partner channel

Re-examine support through partner

lifecycle

Select new partners

| 11

Put management effort in partner

management

Example: Successful internationalization through partnership strategy

5%

13%

25%

35%

0

1

2

3

4

5

6

7

8

9

€ -

€ 5.000

€ 10.000

€ 15.000

€ 20.000

2013A 2014A 2015A 2016B 2017F 2018F

Revenue Netherlands International via partners # of partners

Involvement

of Main

Exit to strategic buyer Bullhorn

Roll-out partner

strategy


Post-MBO

CAGR: 35%

Profitable

MBO: 2013

Pre-MBO

CAGR: 10%

Exit: 2017

| 12


Main Capital Partners

Paleisstraat 6

2514 JA Den Haag

Tel: +33 (0)70 - 324 34 33

[email protected]

Rathausufer 17

40213 Düsseldorf

Tel: +49 (0)211 7314 9339

[email protected]

| 13



Time Program



Managing Partner







12:40-13:40 Lunch









(all speakers)



Frank Schiewer

SVP Global Alliances & Channel

© 2017 Software AG. All rights reserved. For internal use only

6 KEYS TO WINNING THE

PARTNERING GAME

OR

HOPE IS NOT A STRATEGY

16 |

Author: Rick Page

19 |

S

20 |

AUSDAUER

23 |

Author: Rick Page



Time Program



Managing Partner







12:40-13:40 Lunch









(all speakers)



Aufbau des Channelmodells bei dem

mittelständischen Softwarehersteller

JobRouter AG

Main Insight Event DACH 2018

Successful partner strategies: How software companies can boost their revenue

Vorstand Vertrieb D-A-CH und Beratung, Chief Channel Officer (CCO)

Marcus Nagel

Inhalt

Die JobRouter AG und die JobRouter Gruppe

JobRouter Group

JobRouter UK Ltd.

Großbritannien

London

JobRouter Maroc

S.A.R.L.

Marokko

Casablanca

JobRouter AG

Spółka Akcyjna

Polen

Warschau

JobRouter Ltd. Sti.

Türkei

Istanbul

JobRouter AG

Deutschland

Mannheim

JobRouter Group

▪ Hersteller der global eingesetzten

Digitalisierungsplattform JobRouter®

▪ International agierendes Unternehmen mit

nachhaltiger Entwicklung

▪ Team von Experten und Spezialisten im Bereich

Unternehmensdigitalisierung, Prozessoptimierung,

Dokumenten- und Datenmanagement

▪ 90+ Mitarbeiter

▪ 900+ Kundeninstallationen

160 Internationale

Partner

5 Internationale

Niederlassungen

Produkt-Launch in

2003

20+ Jahre Erfahrung in

Prozessautomatisierung

Ø 25% Wachstum in

den letzten fünf Jahren

250 JobLunch

Gerichte pro Jahr

300+ Newsletter

Anmeldungen pro Jahr

1,2 Mio. JobRouter®

Anwender weltweit

960 Internationale Kunden

10 Technologische

Partnerschaften

Die JobRouter

Family - Ein starkes

Team

99% Renewal Rate der

Wartungsverträge

2013 95

1 40

40

15

Unsere Mission

Wir möchten digitale Arbeit so einfach, agil und mobil wie möglich machen, um die Effizienz und Wirtschaftlichkeit unserer Kunden, Mitarbeiter und Partner bestmöglich zu steigern. Unser Ziel ist es, die unterschiedlichsten Anforderungen an die digitale Transformation transparent und spezifisch zu erfüllen.

Dafür bieten wir eine branchenübergreifende Digitalisierungsplattform mit einem variablen Werkzeugkasten. Wir stellen Unternehmen aller Größen ein digitales Potenzial bereit, das ihnen hilft, ihre Daten, Dokumente und Prozesse umfassend oder schrittweise zu automatisieren.

Unsere Vision

Mit der Digitalisierungsplattform JobRouter wird der Einsatz von Cloud-Anwendungen für Unternehmen in den kommenden Jahren erst wirklich sinnvoll.

Unsere Plattform wird als variabler Werkzeugkasten alle relevanten Funktionalitäten bieten um verschiedenste Anwendungen aus der Cloud heraus integriert zu betreiben und somit alle Optimierungspotentiale im Unternehmen zu erschließen.

JobRouter® Anwender …

34

… machen das mit JobRouter®

Eingangsrechnungsprüfung

Bewerbermanagement

Ticketprozess

Investitionsanträge

Beschaffungsanträge

Dienstreiseantrag

Auftragsabwicklung

Feedbackprozesse

Inventurprozess

Leadprozess

Reisekostenabrechnung

Change-Request-

Prozess

Mitarbeiter-

Onboarding

Vertragsverwaltung

Reklamationsprozess

Digitale Fahrzeugakte

Digitale Personalakte

Case Management

Wie ist der Begriff „Digitalisierung“ zu verstehen?

JobRouter – die Digitalisierungsplattform

Prozesse

DatenDokumente

Prozesse

Dokumente Daten

CORE

E-Mail

Dateien

PDF Formulare

EDI

ZUGFeRD

INPUT

…

E-Mail

PDF Erstellung

XML

EDI

ZUGFeRD

OUTPUT

…

Mobile Browser Outlook Windows-ExplorerEigene Interfaces

über API

BENUTZERINTERFACE & INTEGRATIONEN

SharePoint …

SYSTEM ADAPTER

Datenbank WebserviceSAP /

SAP Business One

Smartfix

RPA

DocuWare Saperion

SAGE

OL Connect …

JobRouter® Digitalisierungsplattform - Übersicht

FUNKTIONEN

Rechnungsleser BarcodeleserDateikonvertierung Programme ausführen

…Bestellabgleich

CLOUD ADAPTER

SalesforceOffice 365 Smartfix Salesforce

…SmashDocs

Die Entwicklung des Partnerchannels

Partnerentwicklung der JobRouter Gruppe

5 1120

31

42

51

63

7483

99

119

136 140

160

0

20

40

60

80

100

120

140

160

180

2005 2006 2007 2008 2009 2010 2011 2012 2013 2014 2015 2016 2017 2018

Anzahl Partner

Anzahl Partner

Was ist beim Aufbau eines Partnermodells zu beachten

Beachtenswert beim Aufbau eines Channels


Lizenz

Maintenance

Training

Professional Service

Partnerschaftsmodelle

Auftragsvermittlung Geben Sie uns einen Tipp!

Implementierungspartner Sie stemmen unsere JobRouter®-Projekte!

Vertriebspartner Profitieren Sie von einem lukrativen Geschäftsmodell!

TechnologiepartnerLassen Sie uns JobRouter® gemeinsam besser

machen!

OEM-Partnerschaft JobRouter® erweitert Ihr Produktportfolio!

Wie findet man die richtigen Partner

Wie findet man den richtigen Partner

Wie kombiniert man erfolgreich direkte und indirekte Vertriebsmodelle

Kombination von direktem und indirektem Vertrieb

Klare Partner First Strategie

Haben Sie Fragen?

www.jobrouter.de

JobRouter AG // Besselstr. 26 // 68219 Mannheim // Germany

© J2017 JobRouter AG // © Images Fotolia, Photodune, Freepix, JobRouter AG



Time Program



Managing Partner







12:40-13:40 Lunch









(all speakers)



International Expansion &

Geographic Coverage Strategies and

Execution

Market Coverage, Growth, Brand Awareness

through Partnerships

Christof Majer

VP, Global Partner Program Office

March 2017

Founded in Lund,

Sweden in 1993

Headquartered in

Radnor, PA, USA

40,000 customers and

in more than 100

countries * FY 2016 $700M USD Revenue

More than 2,400

employees

40.000

100

*Results are unaudited and do not reflect certain U.S. GAAP purchase accounting adjustments related to the company’s August 2016

acquisition by Thoma Bravo which will be reflected in the company’s audited financial statements for 2016

Magic Quadrant for Analytics and Business Intelligence Platforms

Published: 26 February 2018 ID: G00326555

Analyst(s): Cindi Howson, Rita L. Sallam, James Laurence Richardson, Joao Tapadinhas,

J. Idoine, Alys Woodward

Partner network: With a network of more than

500 system integrators and 1,700 partners

around the world, an estimated 70% of Qlik

implementations are partner-led. These partners

often have long-term relationships with their

customers and understand their particular

requirements. Qlik partners also contribute

product extensions, prebuilt content and training,

via either the marketplace or the community. Qlik

reference customers scored the availability of

skilled resources in the market as above

average. While Qlik's partner network is an asset

overall, it has been slow to adopt Qlik Sense

over QlikView (for which they have more

experience).

Qlik 2007

350 Partners

(Resellers and OEM)

6969

Qlik’s Guiding Principles // Partner Expansion

• Strategic:

─ Focus Countries / Territories /

Region(s)

─ Market & Brand Awareness ->

Investment

─ Localization / Translation

• Product / Pricing

• Agreements

• Marketing / Messaging / Campaigns

• Partnerships / Enablement & Partner

Management

• Customer Support / Customer

Success

─ Understand Legal Environment

• Opportunistic

─ Reactive Markets / Geographies

─ Brand Protection / Exit

Management / Risk Management

─ Language Tolerance

7070

Example: Italy

• Started 2005 – “Master Reseller”

• 50% Reseller Margin ─ Direct Selling and

─ Partner Reselling

• Required to Recruit in-country resellers & services partners

─ Partner Recruitment & Enablement

─ Partner Management

─ Partner Marketing

• Italian Technical Support Function

• Translation

• Qlik Support (from HQ):─ Press & Analyst Relations

─ (limited) Marketing Development Funding

• Acquired by Qlik in 2014 with annual license revenues of approx. $ 3m

• Today $ >15m in annual license sales with 118 Partners in Country

How do you grow?

• Develop a route-

to-market model

• Implement a

channel plan and

budget

• Design a partner

program

framework

• Build a

communications

plan

• Launch a basic

partner portal

NOVICE • Coverage and

capacity plan

• Partner

engagement

model

• Industry

benchmark to

foster next

generation

program

framework

• Score partner

performance

• Expand portal to

streamline on-

boarding and

deal registrations

• Implement

partner/solution

directory

TOLERANT• Segment and

align partner

ecosystem

• Unify and simplify

global program

• Refine field

engagement

processes

• Build a partner

dashboard for

measurement

• Automate partner

marketing and

training

processes

RELIANT• Evaluate

coverage and

capacity to

ensure desired

ROI

• Design a specific

services channel

program

• Analyze partner

profitability

• Create a plan to

streamline

communications

• Develop a

partner-to-partner

model

• Automate the

partner scorecard

and business

planning

processes

ACCOMPLISHED• Assess and

optimize channel

spend and cost-

to-serve models

• Benchmark

industry

programs and

assess innovative

options

• Enhance ease-of-

doing business

processes

• Assess

processes to

ensure program

compliance and

train teams

• Integrate portals

and automation

systems (field,

partner,

functionality)

CENTRIC

Taken from © AMAZON Consulting

Qlik 2018

1700 Partners

500 System Integrators

1,700+ Qlik partners around the globe to support your business

Qlik® Global Partner Network

• Qlik’s company growth fueled by a partnering strategy

since inception – over 50% Qlik Revenue comes from

indirect channel sales.

• Network includes Solution Providers, Consulting &

Service Partners, Distributors, SIs, OEM, and

Technology Partners

• #1 Data Discovery vendor for partnering

─ Most extensive partner network — more than 1,700

members strong

─ Qlik is the only data discovery vendor with a 5-star rating in

the Channel Company’s CRN 2016 Partner Program Guide.

Thank you



Time Program



Managing Partner







12:40-13:40 Lunch









(all speakers)



Partner Program8 March 2018

@iliyanastareva Main Insight Event DACH 2018

1. What is HubSpot

2. How and Why a Partner Program

3. How the Program Works

4. Where the Program is Going

Agenda

ILIYANA STAREVA● Global Partner Program Manager at HubSpot

● Consulted and Helped over 200 HubSpot

Partner Agencies Grow their Businesses

● Author of Inbound PR: The PR Agency’s

Manual to Transforming Your Business with

Inbound

● @iliyanastareva

HubSpotWhat is

Inbound is Everywhere

● Founded in 2004 in Cambridge (MA, USA)

● 41,500 customers in 90+ countries

● 3,800 partners

● 2,000+ employees in 7 global offices and remotely

Partner ProgramHow and Why a

Why a Partner Program

A Partner Program addresses a gap in the market and allows to

scale:

● Problem: SMBs struggle doing inbound with HubSpot on

their own or using the tones of tools available to run their

business - need strategic advisors and implementation

specialists.

● Solution: One-to-many one partner to deliver services to

many customers using one tool - HubSpot

Partner Certification

goes live

The Agency Blog

launches on

hubspot.com

Partner Tiers

launched and 382

Partners to-date

Pete Caputa

pitches Partner

Program idea

yet again - gets

approved!

3,800 Marketing

and Sales Partners

Globally Bringing

40% of HubSpot

Revenue

2010

2011

2013 2018

2015

Why the Partner Program Matters

Today, our agency partners add value to the HubSpot

ecosystem by:

● Driving new business by selling our products - both

Marketing and Sales

● Delivering services around HubSpot products to retain

customers

● Serving as an extension of our global brand

● Expanding our reach by tapping into new markets like

Japan and Latin America

Mission

Help millions of

organizations grow better

through our partners.

Value Proposition (the 3Rs)

Partner Program

The HubSpot Agency Partner Program is designed to provide

marketing agencies with the tools they need to add value to

their businesses and clients by:

● Increasing Revenue and value per client

● Improving client Retention

● Implementing ROI-centric services

Program WorksHow the

Agency Onboarding & ServicingWhat Agency Partners Get

Channel Account

Manager

Channel Consultant Academy & Support

Sales Services Training & Tech

● Teaches the Inbound

Sales methodology

● Helps plan for and sell

new inbound marketing

(and/or sales) retainer

clients

● Advises on how to

create a sustainable

sales growth strategy

● Teaches the Inbound

Marketing

methodology

● Helps deliver the

inbound marketing

(and/or sales) retainer

services

● Advises on how to best

execute campaigns for

clients

● Academy provides

video-based

certifications and

action-driven lessons

for learning and skill

development in

inbound

● Priority Support for

partners only with

experienced and

specialized tech

support team* Designated Account Teams in language for key markets globally.

Phase 3: Review

your Opportunities

and Create a Sales

Plan

Phase 4: Sell your

First Inbound

Retainer

Phase 2: Define

Your Agency’s

Services

Phase 1: Build

a Lead List

with your

Prospects

Phase 5: Deliver

Inbound Services

to your First

Client

HubSpot AcademyCertifi-cations

CampaignKits

Partner ResourceCentre

Agency Tiers & Commission

Partner Incentives

20% Commission

on Sold Deals for

life

Partner Tools

Partner Directory

HubSpotUser Groups:Partnersas Leaders

140 HUGs Worldwide

250+ HUG Leaders, Co-Leaders and Teammates

600+ HUGs Hosted in 2017

5,000+ Members Worldwide

HubSpotPartner Days

Program is GoingWhere the

Going Truly Global

Expanding the Partner Programs

Mission

Help millions of

organizations grow better

through our partners.

3 TAKEAWAYS1. Find a gap in the market

2. Make sure it’s a win-win-win: for your

customers, your partners and your

business

3. Focus on full partner lifecycle

enablement

THANK YOUQuestions?



Time Program



Managing Partner







12:40-13:40 Lunch









(all speakers)



main insight 2018main insight event 2018 dach semi-strategic investor for established software firms...

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