RelayWare and Sony Case Study
description
Transcript of RelayWare and Sony Case Study
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Sony 1 Case Study
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www.sony1.net
Customer Challenges
Sony Europe planned to launch a commercial channel
programme Sony1 to B2B resellers, distributors and influencers but had some challenges:
Strategy
Processes
Programs
Systems
People
Execution
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www.sony1.net
RelayWare Solutions
We formed a project management team with Sony and Gyro International to develop the Sony1 Program:
1. Goals
2. Strategy
3. Brand
4. Value propositions
5. Deliverables
6. Communications
7. Measurement
8. Performance management
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www.sony1.net
RelayWare Solutions
Sony 1 is now implemented on RelayWare - our
fully integrated, best-in-class solution for partner
relationship management:
1. Internal command and control system:www.channelmaster.net
2. External partner portal:www.sony1.net
3. External / internal channel incentive portal /
system:www.sonyrewards.net
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Channelmaster and Sony1.net
* Channelmaster is Sonys internal name for RelayWare
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RelayWare Solutions
Our solution offers a broad range of Customer
and Partner Relationship Management
functionality:
Sales Force Automation
Marketing Automation
Partner Service and Support
Sales Lead and Pipeline Management
Market Development Funds
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www.sony1.net
Benefits Delivered to Sony
The Sony1 Program backed by RelayWare unifies Sonys partner value proposition, communications and internal / external systems and data: One programme
One loyalty / incentive scheme
One training curriculum and training delivery vehicle
One PRM command and control system for EMEA
One partner portal
One highly profiled partner database
One product catalogue
One communication delivery engine
Centralised content management
One management reporting mechanism
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www.sony1.net
Benefits Delivered to Sony
RelayWare offers a host of benefits which improve time to market and sales and marketing ROI:
Contact management
Content management
Closed loop eMarketing
Closed loop lead and opportunity management
Closed loop MDF management
Strategic loyalty and tactical incentive campaigns
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www.sony1.net
Benefits Delivered to Sony
With the Sony1 Program, we have delivered tangible impact to top and bottom line for the commercial (B2B) business:
Top Line: Sales company highlights:
UK sales up by 12%
France sales up by 35%
Spain sales up by 24%
Italy sales up by 66%
>15,000 new reseller personnel recruited to programme in the first year
Product group: SES sales up by 156%
ITE sales up by 28%
Bottom Line: Overall cost of sale reduction of 14% YoY
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Benefits Delivered to Sonys Channel
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Driving Traffic to Sony1.net
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Sony1.net
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Products at a Glance
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www.sony1.net
...Product Knowledge at a Click!
Everything a
salesperson needs
to know with a click!
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www.sony1.net
Profile-Driven Content
Content is
profile-driven
Self-profiling
means optimal
content delivery
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www.sony1.net
Sony1.net See What You Want to See
Personalised
banner
advertising
Personalised
Hot News
Personalised
Scrolling Product
Features
We know who
you are!
Personalised
New Content
Personalised
RSS News
Feeds
Personalised
Sales Incentives
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Integrated Multi-Media Training
Personalised
Training
Curriculum
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Joint Marketing
Build / manage
your own
campaigns
or customisea Sony
campaign
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Campaign Builder
Choose the
template
Import your logo
andcontact details
Click here
and Sony do the
rest
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Business Support Tools
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Customer Endorsement
Sony1 has been a great success but it could not exist without Channelmaster * and our portal has
set a new benchmark for partner interaction
across the Sony corporation.
Sian Smith, General Manager, Sony EMEA Commercial Marketing
Sony Europe
* Channelmaster is Sonys internal name for RelayWare
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www.sony1.net
Analyst Endorsement
Our research shows that:
Overall, Sony 1 is viewed very positively by the channel and rated one of the best programs in the EMEA region
It a significant step forward in unifying Sony for the channelIt is seen as a valuable sales and marketing resourceIt has one of the best portals in the industryIt is becoming the resellers preferred Sony web siteProduct information is considered very importantQuality of delivery for this is very high
In summary - Great news and a lot to be proud of !
Canalys, Independent Study Carried Out Summer 2006
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www.sony1.net
Channel Endorsement
It is much better than before. We feel closer to Sony now, before we didnt have much contact at all
Its easy to use and everything is in one place
Its a reminder that Sony really is a viable alternative and it provides
a wealth of information for pre-
sales
More communication with Sony: its 100% better than before
It has made me more aware of what the Sony brand can do for
our company
Probably the best vendor site I use
Sony 1 has exceeded our expectations; we have not been disappointed by it
Sony 1 is great and Rewards really works