March 8th, 2012

Logistics for today’s call….

All attendee’s will be on “silent” mode during the presentation.

Please utilize the “Questions” feature to ask questions; simply type in your question and press enter.

At the conclusion of the presentation, the moderator will facilitate the “Question & Answer” session utilizing the “Questions” feature.

Send a copy of the presentation to you

Additional questions can be sent directly to:

drew.zarges@salesbenchmarkindex.com

“ Lead Generation Inside of Key Accounts”

Thursday, April 12th, 2012

1:00 p.m. Central

30 minutes

Register at www.salesbenchmarkindex.com/webinar-lead-generation-inside-of-key-account

Sales Benchmark Index will….

Join us for our next Webinar….

Drew Zarges

Brief Bio

• Senior Consultant at Sales Benchmark Index

• Prior to SBI, Worked as a Sales Intermediary for an Investment Firm Selling Mutual Funds to Brokers and Financial Advisors

• Has worked on projects for Conoco Phillips, Yahoo!, and Epicor

Indirect

Two Types of Channels

Direct

• Field Sales

• Inside Sales (Telesales)

• Webpage

• Direct Mail

• Suppliers

• Value Added Resellers

• Wholesaler

• Distributor

• Retailer

• OEMs

Company ? Customer

Company Customer

Channel Recruitment Goals

Fast Growing Easy to Sell

“I want the Product to be…”

Channel Recruitment Goals

Supportive with Marketing

Generous on Margin

“I want my Vendor to be…”

You Don’t Always Need Margin: iPhone

Fast Growing Easy to Sell

Margin? Supportive with Marketing

3 Steps to Recruiting Partners

Understand Partner’s Business Model

Identify Opportunities for Improvement

Develop and Sell Value Proposition

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Who is their Ideal Customer?

1. Analyze Business Model

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Core Bus iness Strategy ?

1. Analyze Business Model

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1. Analyze Business Model

Gaps in Current Offering?

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1. Analyze Business Model What is their Primary Focus ?

Growth Profit Productivity

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R e m e m b e r, t h i s i s t h e i r G r o w t h , N o t Yo u r s • Tradit ional Product Grow th • Advert is ing Spend Increase

• New Customer Reach

• Bundl ing

Success Metrics: Growth

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Goal: Widen the Conversation to the Entire Business Case, Stay Away from Strict Margin Requirements Protection? • Territory, Industry, Products Margins? • Front End Discounts, Back End, Volume Rebates • Targets and Quotas to Achieve Margin Level Soft/Marketing Funds? • Provided Funding, Restrictiveness of Funds

Success Metrics: Profit

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Goal : Br ing I t Into the Conversat ion

Success Metrics: Productivity

Lead Generation

Personnel

Assistance

Deal Registration

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2. Identify Opportunities

• How Can You Help the Partner Achieve Their Objective?

• Can Your Company Fill the Gaps? (Sales Specialists, BDR Development training)

• What Value is this to the customer?

Example: Commoditized Product Supplier Receives An RFP

After speaking with distributor, Channel Manager finds that shipping is a major issue for Rush Orders. Channel Manager proposes Drop Shipping to End Location and wins the contract.

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3. Develop and Sell Value Proposition

Whale

Gross Dollars

Contribution Margin

Volumes (Up and Cross Sell)

Return on Assets

Fish

Gross Margin %

Exclusivity

Connect to High Volume

Emphasize Growth

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Build Marketing Material for Partners

Why Partner with ACME? ACME and its award-winning solutions power some of the world's most powerful online brands and enable organizations to have more meaningful interactions with their customers. To best leverage our mutual strengths, we offer the following benefits to our Partners: • Product Training • Sales Enablement • Technical Enablement • Access to Extranet • Business Development Support • Dedicated Channel Support

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Questions and Comments

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Further Interest

SBI: http://www.salesbenchmarkindex.com/?Tag=Channel+Management+Strategy Additional Resources: http://www.channelpartnergroup.com/

Distribution Channels: Academic’s Resource for distributors, franchises, and End- User Channel Partners Transforming Your Go-To-Market Strategy: The book to evaluate your current sales strategy and channel methodology

Additional questions can be sent directly to:

drew.zarges@salesbenchmarkindex.com

“ Lead Generation Inside of Key Accounts”

Thursday, April 12th, 2012 1:00 p.m. Central 30 minutes Register at: www.salesbenchmarkindex.com/webinar-lead-generation-inside-of-key-accounts

Thank-You for attending…

Join us for our next Webinar….

Thank You