The ‘IDEAL’ Frameworkfor Business Development & Attaining

Desired Closure

Murad Salman MirzaSenior Vice President

(Client Advocacy & Organizational Effectiveness)

APAC & EMEA Regions

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Table of Contents

� Objective

� Pictorial Depiction & Brief Explanation of the

‘IDEAL’ Framework

� Key Performance Indicators

� Conclusion

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Objective

� This framework has been designed to ensure a consistent & proactive approach in

developing, consolidating and reinforcing

desired channel partner acquisition and retention in the APAC and EMEA Regions

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The ‘IDEAL’ Framework

Introduce

Demonstrate

EconomizeAccomplish

Leverage

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The ‘Introduce’ Stage

� Includes all the proactive activities associated with setting up an initial orientation session

with a potential channel partner through the

optimum use of available mediums

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The ‘Demonstrate’ Stage

� Includes all the proactive activities associated with showing the strengths of our product /

service offerings to the potential channel

partner through the optimum use of available mediums

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The ‘Economize’ Stage

� Includes all the proactive activities associated with presenting a win-win value proposition for

the potential channel partner within the

available resources

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The ‘Accomplish’ Stage

� Includes all the proactive activities associated with reaching a comprehensive agreement

with the selected channel partner

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The ‘Leverage’ Stage

� Includes all the proactive activities that are focused on benefiting from the extended

network of the existing channel partner to gain

additional business and market share while sustaining the win-win value proposition as a

retention imperative

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Key Performance Indicators

� % success in initial response

� % success in orientation response

� % success in on-time conduct of demonstration

� % success in gaining desired channel partner

� % annual retention rate of channel partners

� % success in gaining additional channel partners from existing network of channel partners

� Average time in securing initial response

� Average cost in securing initial response

� Average time in securing orientation response

� Average cost in securing orientation response

� Average time in ensuring scheduled demonstration

� Average cost in ensuring scheduled demonstration

� Average time in gaining desired channel partner

� Average cost in gaining desired channel partner

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Conclusion

� This framework has been presented as a ‘baseline’, upon which, future strategies can

be effectively and efficiently developed,

implemented, monitored, reinforced and improved to complement the ‘Big Picture’