partner channel development in russia and eastern europe
DESCRIPTION
Learn how to get a foot in the door in the Eastern European and Russian markets and expand your distribution channels. Explore how to minimize the risks and investments associated with building partner channels, as well as increase operational efficiencies, and keep focused on core business initiatives.TRANSCRIPT
Copyright © FeedAbo | CONFIDENTIAL
Partner Channel Development and Management
in Russia and Eastern Europe
Copyright © FeedAbo | CONFIDENTIAL 2
FeedAbo: Fact Sheet
Headquartered in Sunnyvale, CA Core operations in Eastern Europe (Minsk, Belarus) Specialist in sales channel recruitment and channel management in Eastern European and Russian
markets FeedAbo serves only technology vendors with complex products, long sales cycles and mature
partner programs The 150+ team of developers and consultants of FeedAbo’s parent company are capable of
supporting large implementations in Russia and Eastern Europe Proprietary, in-house reseller prospecting database of 1,000+ of the largest systems integrators in
Russia and Eastern Europe
3
Entering New Markets is Challenging
Copyright © FeedAbo | CONFIDENTIAL
Ratio of Tier 1 is 1:10
Need to Enter Global MarketsCost-Effectively
Losing Tier 1 Partners due to
Lack of Focus and Commitment
New Market GoalsRecruit 1-3 Tier 1 Partners
Demonstrate ROIAccess partners’ existing
customer base
Reduce Time-to-Launch For
Channel Sales Programs
Executive Team Is Still Busy
Developing the “Easy” Local Market
Enabling Partners to Sell
Limited Resources to Perform Partner Recruitment and
Support
Copyright © FeedAbo | CONFIDENTIAL 4
Nurturing Partner Network is Challenging
20:80 Channel Coverage Dilemma
Copyright © FeedAbo | CONFIDENTIAL 5
Channel Management Disconnects
Partners feel ignored and unmanaged as channel marketing and channel sales efforts are disconnected
Copyright © FeedAbo | CONFIDENTIAL 6
FeedAbo solution: partner lifecycle management
7
FeedAbo Channel Development Services in Eastern Europe and Russia
Copyright © FeedAbo | CONFIDENTIAL
Partner Channel Recruitment 1. Solution Provider Lists – VAR’s, SI’s and ISV/OEMs2. Partner identification3. Partner interviewing, assessment and qualification4. Appointment setting for vendor’s Channel Sales team; road tour
to Eastern Europe and Russia
Partner Channel Enablement 1. Partner sales team enablement2. Partner training3. Marketing materials localization4. Facilitating partner incentive programs, organizing webinars and
conference calls for partners on the best practices 5. Continuous communication and support
Lead Generation for Partners 1. Contact list collection, cleansing and updates2. Lead generation, appointment setting for partners3. Lead nurturing with calls, emails, newsletters, social media
marketing4. Product/Service launch, awareness campaigns
Technical Tier 1 Support 1. Parent company resources in the same building: 150+ engineers/consultants across .Net/Java/Ruby on Rails/PHP, DBAs, Mobile, Flex/Flash.
8
Lead Generation for Partners
Copyright © FeedAbo | CONFIDENTIAL
Marketing to Eastern European and Russian IT Buyers
Deliver marketing message on behalf of select partners to Eastern European and Russian IT buyers.
White Paper Campaigns Generate qualified leads for partners through distribution of educational white papers, qualification of recipients and nurturing pipeline.
Pre- and Post-Event Communications
Qualify and nurture sales leads for partners before, during and after lead-generating event.
Pipeline Nurturing, Appointment Setting
Nurturing service for partner’s sales leads that did not meet qualification criteria during webinar/seminar/white paper campaigns.
Webinar/Seminar Campaigns Get qualified sales prospects to learn about, register and attend partner events. Receive leads and view sales pipeline in real-time.
Copyright © FeedAbo | CONFIDENTIAL 9
Engagement Models
FeedAbo Goals:
1. Engage only with customers that achieved a certain channel development and marketing process maturity (e.g. have quality marketing offers, processes, lead scoring in place)
2. To develop short-term tactical relationships into long-term strategic relationships
3. To help clients absorb regional team and set up their own office, when ready (BOT - build, operate, transfer)
CONTACT US:
Tel: +1(408) 705-4666
Skype: incantonata
email: [email protected]
http://www.linkedin.com/in/nataliausenia http://twitter.com/NataliaUseniawww.feedabo.com
Experts in One big emerging market
FeedAbo supports these business models
Pay per PerformanceManaged Local Team
& Build, Operate, Transfer