Partner matrices & model by Vineet Sood
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Transcript of Partner matrices & model by Vineet Sood
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Vineet2009-2010-2011
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These slides show various models that I have applied for Managing, Ranking,
Prioritizing Channels to create a ecosystems for Growth & to measure Total Impact
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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)
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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.
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Defines Sales Readiness & Channel Mgmt Style
Sales Capability
Tech
nolo
gyU
nder
stan
ding
Believers
Achievers
TransactionalDeceivers
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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
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Growth Strategies with PartnershipGrowth Strategies with Partnership
Capacity Augmentation
New SegmentPenetration
GreaterCoverage
Sustenance
PARTNERS
MARKET
Old
Existing New
New
Meeting Demand Diversfying
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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
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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?
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Achievers
Believers
Transactional
DeceiversVendor
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Customers
NEWEXISITING
STAR’s(Growth
Changers)
Early Adopter(Large
Opportunity!)
Believers Future
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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
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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)
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Vineet