Vineet2009-2010-2011

These slides show various models that I have applied for Managing, Ranking,

Prioritizing Channels to create a ecosystems for Growth & to measure Total Impact

Question Marks

STARS

Weeds Cash-Cows

5

Consolidated Index

[ Leadership +

Ability to be a Talent Magnet+

Niche Strength+

Coverage+

Capacity +

Competence+

Ability+

% of revenue +

Future Revenue Expectations ]

% Revenue of Total Revenue

Potential Partners

GROW

MILKRECOMMEND to the Competition

INVEST / QUALIFY

Proportion of Partners in each QUADRANT ?Where should the Quadrants get divided ?

(Horizontally & Vertically)

STRATEGIC SIGNIFICANT PROFITABLE

• Sales Enabler & High Services Drag

• Align you to customers business Model

• Is a Catalyst to your growth.

•Market Share and Growth Figures

• Dependency on each other

• Contribution in your revenue pie.

Defines Sales Readiness & Channel Mgmt Style

Sales Capability

Tech

nolo

gyU

nder

stan

ding

Believers

Achievers

TransactionalDeceivers

Ven

dor M

arke

t Gro

wth

and

/or

Mar

gin

(CA

GR

)

5%

10%

15%

25%

20%

0%

+30%

Foundation

Vendor Relative Revenue (or profitability) Share

Growth Strategies with PartnershipGrowth Strategies with Partnership

Capacity Augmentation

New SegmentPenetration

GreaterCoverage

Sustenance

PARTNERS

MARKET

Old

Existing New

New

Meeting Demand Diversfying

Call Efficienc

y

CallEffectivenes

s

Mkt Coverage

AccountControl

Machine Gun Spray

Snipping PistolShooting

Carpet Bombing

Mapping Partner GTM & Our Metric

OpportunistTransactions

InfluencersInside SalesOEM/Bundles

LoyalistSpecialistsSegment based

Value SellingTargeted ApproachLarge Deals

Criteria Level of Significance

% Weight / 100

Partner Leadership Moderate to High 12%Niche Strength Moderate 10%Coverage Very High 18%Capacity High 15%Competence High 15%Ability Very High 18%Process Orientation

Moderate 12%

Total 100%Level of Partner Engagement

Score Multiplier

Reseller 0.75Solution Selling 1.00Consulting 1.25

PartnerEvaluator

Debate on Weight for each component…Do we need to add evaluation parameters?

Achievers

Believers

Transactional

DeceiversVendor

Customers

NEWEXISITING

STAR’s(Growth

Changers)

Early Adopter(Large

Opportunity!)

Believers Future

14

Mumbai

ChennaiDelhi

Hyderabad

Bangalore

Routes

Geo-Balance

GTMRTMInfluencersSpecialists

GTMRTM

Specialist Influencers

Ibm/hp/dell & oems

wipro, tcs, hcl

EYI/ KPMG/PWC /Consultants

Educations / Govt

Large Enterprise

Mid Market

White Space

Simple, “off the rack products

Mass-customized products

Markets

Products

Complex, unique solutions

(un-served market)Resellers, Traders

VAR’s, Solution Partners (un-served market)

Direct Symc Reps/System Integrators(un-served market)

Cal

l ef

ficie

ncy

Cal

l ef

fect

iven

ess

Coverage Control

T-PAM – 15% (200)

DMP’s – 15%(>125+125)

Mg Ch. – 30%(50)

SI – 40%(3)

Vineet