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MSP/Sales Channel Management NAMMU

MSP/Sales Channel Management NAMMU. Agenda. Team Level set on channel partners Opportunity Review Role . International Sales / Alternate Channel Organization Chart 2008. Organization Overview. Partner Facts. Partners are involved/sell/transact $3.3 b or 62% of total revenue TM > 70%

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MSP/Sales Channel Management NAMMU

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  1. MSP/Sales Channel ManagementNAMMU

  2. Agenda • Team • Level set on channel partners • Opportunity Review • Role

  3. International Sales / Alternate Channel Organization Chart 2008

  4. Organization Overview

  5. Partner Facts • Partners are involved/sell/transact $3.3 b or 62% of total revenue • TM > 70% • DM > 60% • Parcels > 20%

  6. TM Sales TM Untapped Potential DM Sales DM Untapped Potential Parcel Sales Parcel Untapped Potential Market Overview Transaction Mail Direct Marketing Parcels

  7. Alternate Channel Focus Deciles 1 2 3 4 5 6 7 8 9 10 Consumer Direct Sales Gap Retail • Current methods to serve the gaps are; • MSP’s • Meters • Venture One • eBay • DMOL • Ship in a Click • Deciles 6-10 contain ¾ million customers with a potential of $6.1B

  8. Approach to Partners • MSP’s • No formal program • Serve representation • Meters • Formal regulatory and certification program for meter models • Ad hoc Marketing initiatives • No formal partner program • Retail • Partner/location selection process • Formal agreements outlining the obligations of both sides • Merchandising & Marketing support • Service, point of sale system • Others (Post Net, Yellow Pages, eBay) • Opportunistic

  9. Approach to Partnerships • Other Postal Administrations • Australia Post Bulk Mailer Program (quality of the mail) • USPS Web site (list and search for MSP by city) • High Tech • Sophisticated programs • Certification, training, sales support, collateral, business planning, business reviews, lead generation, conferences

  10. Partner Program • Elements • Registration, Certification, Business Planning, Marketing, Sales, Training, Service • 3 levels • Registered • Certified • Marketing Partner • May have an additional level (Gold) • Requirements • Formal certification program • Marketing materials & website • Case management • Reporting • Training & knowledge management

  11. Next Steps • Complete staffing • Consult with the industry • Define Phase 1 of the Partner Program and begin implementation

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