Post on 24-Dec-2015
CAPTURE RESIDUAL REVENUE STREAMSWITH WEB SERVICES PARTNER PROGRAMS
SEO * WEB MARKETING * ECOMMERCE
Doug GaylorVice President, End User SalesCrexendo Business Solutions
Something to Think About!
• The Internet just turned “40”• First Web Page 1991 – Almost 20 Years of Technology Development• The average person each month:
• Visits 59 domains• Views 1,050 pages averaging 45 seconds for each page• Spends about 25 hours a month searching the web• Each surfing session lasts approximately 51 minutes
• 17,000 website domains a day are being added to the internet• Google CEO Eric Schmidt called the internet a “Cesspool” of information related to the quality of content and amount of useless information
Becoming The “Trusted Advisor” For Your Clients
Businesses Have Downsized, Economized, and Felt The Pressures of the Economy
Every Business Has a Website, But Most Don’t Benefit From It
Web Marketing Services Are a Hot Topic For Every Business to Help Them Grow
You Have the Relationships With Your Clients to Introduce These Services as the “Trusted Advisor”
EVALUATION CHECKLIST
Web Services Portfolio Web Services Revenue Perspective Partner Program Levels - Margin Opportunity Resource Requirements Best Practices Proposal Process Crexendo’s Approach
WEB SERVICES PORTFOLIO
SEO Tools for driving lead generation, market reach, and traffic to
websites Lead Generation Platforms
Web platform configured to drive quality of prospecting and profiling traffic
Ecommerce Platforms Web platforms that include robust shopping carts, product
management, customer database, inventory management, and promotional tools such as social networking, integration to ERP, etc
Social Networking Social platforms or social networking services provide tools for
managing customer interactions Web Marketing
Search Engine Marketing tools and services are advanced optimization offers that focus on improving “performance” to increase “conversion” of traffic to buyers
INCREASECLIENTS
WEB TRAFFIC
CHANGECLIENT
ACQUISITIONPROCESSES
REVENUE OPPORTUNITY - SEO
SEO SERVICES INCLUDE: Organic Optimization Paid Search Optimization Link Building Site Consultation/Analytics Conversion Rate Optimization Hosted Plan for Maintenance
Sales Transactions (Single/Bundled Solution) Small Business ($2500-$25,000+) Midsize Business ($5000-$50,000+) Enterprise ($10,000-$100K+)
INCREASEVISIBILITY
AUTOMATECLIENTSALES
PROCESSES
REVENUE OPPORTUNITY – WEB PLATFORMSWEB PLATFORM SOFTWARE & HOSTING: SaaS Software for LeadGen Websites SaaS Software for Ecommerce Websites Monthly Web Hosting Service Professional Services – program/design
Sales Transactions (Single/Bundled Solution) Small Business ($5,000 - $25,000) Midsize Business ($10,000-$75,000+) Enterprise ($15,000-$100K+)
ENGAGEAND
INTERACT
REVENUE OPPORTUNITY – WEB PLATFORMSSOCIAL SOFTWARE & HOSTING: Blog and Microblog Community linking/positioning SaaS or platform offers Planning, development tools, analytics & hosting Professional Services – program/design
Sales Transactions (Single/Bundled Solution) Small Business (Setup plus) ($2500-5000 per month) Midsize Business (Setup plus) ($5000-$8000 per
month+) Enterprise (Setup plus) ($10,000-20,000 per month)
PROGRAM LEVELS – MARGIN/COMMISSION
ReferralCommission
5-12% per sale
AffiliateCommission
2%-10% per sale
REFERRAL/AFFILIATE
Sales Commission
10-15% per sale
Plus, Residual Income0-20%
PARTNER LEVEL ADVANCED
PARTNER LEVEL
Sales Commission
15-25% per sale
Plus, Residual Income10-25%
REFERRAL PROGRAMS
Reseller’s Commitment is to generate leads for web services and receive commission for sales that close
In this model, the provider manages the web services sales process, closing, and on-going support
Reseller is paid commission for active recruitment of web services
Requires less commitment of resources, but allows resellers to test the waters to determine interest in higher levels of partnership
Typically pays ongoing commissions for additional sales closed within a 12 month period
PARTNER PROGRAMS
Program Levels – Vary by Provider Sales commissions vary from 10%-15%, and may have
incentive spiffs Business opportunity is to capture the revenue splits on
web services, hosting, one-time charges, and training. Splits range from 15%-25%
Some programs allow resellers to gain splits on the monthly hosting, while others do not, other limit the splits after the term of the initial agreement
Support plans should be cautiously reviewed for terms and conditions, as some programs do not provide high levels of partner interaction
Learn if you are dealing directly with a provider or a third party and clarify how the relationship works
PROVIDER OPTIONS – All In One Vs. A La Carte
SaaS Providers Web Hosting Ecommerce Web Marketing Services
Hardware Providers ECommerce
Independent Marketing Providers SEO Services Companies Marketing Firms
Carriers Social Networking Services Hosted Ecommerce and Web Services
COMMITMENT – EXPECTATIONS VARY BY LEVELS AND PROVIDERS Leverage Your Sales and Support Processes Willingness to engage your customer base Commitment to train your sales and support
teams Agreement to Host Quarterly Live/Seminars and
schedule weekly webinars Designate a sales expert, support expert, and
project coordination resource Provide content development resource (in-
house/outsourced) (Consider using co-op) Ensure your website is performing (credibility)
and commit small investment if needed
COMMITMENT – BEST PRACTICES
Build own lead generation through SEO, SEM and Ecommerce
Dedicate a team to web and content development, and inbound marketing initiatives, leveraging co-op
Commit to monthly online promotional tactics with aggressive outreach and focus on progressively seeding the sales pipeline using email, webinars, online campaigns, landing pages, SEO and social networking
Offer referral programs to customers Invest in education, promotion and tactics to keep
customers connected to their business actions Transition traditional marketing spend to online
spend
PROPOSAL PROCESS
Understand the proposal process and what tools are available to you for each service.
What’s the process for each service? Does the provider help you in the provisioning process? Does the provider assist you in the demo and closing
process? How long does it take to schedule the various levels of
the proposal process and then, the time to installation? What requirements are needed to be provided by the
customer to engage each web service? How does the provider share expectations?
How involved are you with your customer in the process?
CREXENDO’S APPROACH
We work with your existing customers as the “Trusted Advisor” to help them understand their website’s potential
We run the sales process from the initial discovery review to the sales and implementation process
After the Initial Discovery, we engage the Referral Agent only if needed or requested by the agent or client
We Propose, Demo, and Position the Solutions! We sell it, you and your clients benefit!! Every one of your customers has a website, and most
need our services!
CREXENDO’S PROGRAMS
Crexendo Has Two Primary Programs: Referral Agent Program VAR Reseller Program
Referral Program pays Lead Referral Commissions up to 15% for sales made
VAR Program pays Commissions up to 25% plus an additional 20% on monthly ongoing charges
25% Discount on Any Web Marketing Services Purchased by Partners
CONCLUSION
Web Services/Interactive Services is estimated for $55B in growth from 2009-2014 (Forrester)
Web Services will continue to expand with the growth of mobile devices in the same period
Digital media disruption coupled with a weakened economy are key drivers of the massive transition of marketing spend
Web services are low-risk to implement allow resellers to make a transition in adding residual revenue opportunities
Incremental add-on revenue and residual income goals are attainable with little risk, but require focus and attention for success
Referral programs allow resellers and service provider to test the waters in their customer base, and graduate to higher returns when ready or comfortable to expand commitments