Presentation Transcript

1. Channel Services

   October 12, 2013 Great Lakes District Chapter Leaders Meeting Eric Schneider VP, Channel Services
2. Channel Services Body of Knowledge CPIM Certification CPIM Courseware Seminars Partner Development – Corporate Services – Channel Partner Services Channel Services CSCP Certification Chapters Profession Conferences Knowledge, Innovation, Education & Research Channel Partners Partnership, Relationship & Framework Product, Services & Infrastructure Delivery, Community & Connection CSCP Courseware Individuals and Enterprises Non-Certification Courseware Certification Retakes Instruction
3. Mission Vision Mission Success through lifelong learning. Strategic Pillars APICS builds and validates knowledge in supply chain and operations management. We enable our community of members, affiliates, and customers to lead in the global marketplace. Global Strategic Responsive To create global pathways for learning through strategic partnership and customer focus. Channel Services develops and establishes the targeted partnerships and maintains the individual and institutional relationships that advance the APICS Mission. Dynamic Measured Creative Channel Services
4. Channel Services Perspective Certification Learning Membership Conference Corporate/ Government Chapter/Partner Academic Region Country District Chapter
5. Channel Services Team VP Channel Services Eric Schneider Director Channel Partner Services Henri Wingfield Director New Partner Development Tracy Cheetham Director Corporate Services Dominic Longo District Field Associate Jessy Ventura Business Development Manager David Troha District Field Associate Leann Goettel District Business Development Manager SE District Open Business Development Manager Josh Meyers District Field Associate Joan Wallner District Business Development Manager Open Business Development Manager Tom Honeycutt Director APAC/India Heidy Chow District Field Associate Tawana Collins District Business Development Manager Open Account Manager Phyllis Biermann Director EMEA Open International Operations Manager Mitchell McCaffery Account Manager Rafael Matias District Business Development Manager Open Membership Coordinator Alicia Mackall Account Manager Koreyama Liggins District Business Development Manager Open Director LATAM Open
6. Channel Partner Services Providing the tools, resources and support to enable and Chapters and International Channel Partners Removing barriers to success District field staff Regional Directors (international) Voice of the Customer Change Management C-Box Partner Connect District Managers Committee
7. Channel Descriptions Direct channel: delivers education, certification and membership, as well as other information and networking support services to end customers (both individuals and corporations) directly by APICS corporate International channel (86I ICPs): delivers education, certification, and limited membership services to end customers outside of North America locally Chapter channel (207 organizations): delivers education, supportive membership, and limited certification services to end customers in North America locally Colleges and university channel: delivers education and membership services (student chapters) to students in undergraduate, graduate and professional programs 7
8. North America and ROW
9. Major Initiatives 2013 - 2014 C-Box re-launch International partner restructure North American District Business Development program Global Exam Delivery support Leadership Summit support 2014 – 2016 Strategic Planning Global prioritization and Regional Director program
10. Macroeconomic Indicators Global Manufacturing Competitiveness, 2013 (Deloitte) Global Manufacturing Competitiveness, 2018 (Deloitte) Nominal GDP (World Bank 2011) APICS Prioritization Score Share of Global Nominal Manufacturing, Gross Value Added (McKinsey / IHT) Ease of Doing Business, Enforcing Contracts (World Bank / IFC) Ease of Doing Business, aggregate (World Bank / IFC)
11. APICS Indicators Classification Country US$MM of Manufacturing Output per 1 CSCP US$MM of Manufacturing Output per 1 CPIM Total Manufacturing Output, 2011 (U.N. Conference on Trade and Development) Total CPIM in Country Total CSCP in Country APICS Prioritization Score
12. Region: North America APICS Prioritization Score
13. Region: North America Million USD$ of Manufacturing Output US$MM of Manufacturing Output per 1 CPIM US$MM of Manufacturing Output per 1 CSCP
14. Region: Europe Million USD$ of Manufacturing Output US$MM of Manufacturing Output per 1 CPIM US$MM of Manufacturing Output per 1 CSCP
15. Region: APAC/India 128538 35151 Million USD$ of Manufacturing Output US$MM of Manufacturing Output per 1 CPIM US$MM of Manufacturing Output per 1 CSCP
16. Region: LATAM Million USD$ of Manufacturing Output US$MM of Manufacturing Output per 1 CPIM US$MM of Manufacturing Output per 1 CSCP
17. Region: Africa/Middle East US$MM of Manufacturing Output per 1 CPIM US$MM of Manufacturing Output per 1 CSCP
18. New Partner Development Strategically recruiting International Channel Partners in prioritized geographies to meet diverse needs Long development process Rigorous application process and requirements 86 International Channel Partners 29 new since 2010 10 new YTD 16 planned for 2014 10 strategic 3 growth 3 opportunistic
19. APICS Partner Network (Current) North America Rest of World Districts Countries Chapters International Associates (non-profit) Joint-Membership Members Authorized Education Providers (AEP) Student Chapters Authorized Education Providers (AEP) Hybrids Members
20. APICS Partner Network (New) North America Regions: EMENA, LATAM, APAC, Africa Districts Countries Chapters Channel Partners Premier Channel Partners Non-Profit Members Joint Membership Student Chapters For-Profit Members
21. International Channel Partners (1) Discretion to limit number of NP Partners by geography (2) Optional for FP (3) Vary based on NP/FP status
22. Corporate Services Helping large corporations with multi-site operations achieve APICS education and certification Global sales Local engagement Account management Customized solutions Corporate Advisory Board District Business Development program
23. Current State Piecemeal corp. support outside of NA Strong unleveraged partner/corp. relationships Lack of revenue sharing model limits optimization and cooperation NA Chapters Corporate Services International Partners Scattered distrust Win/win/win Lack of regional/chapter sales support Missed opportunities Varying Chapter abilities/bandwidth
24. Potential Corporate Services North American Regional ROW Regional Global DBDM RD, CPS Corporate Services Districts Countries Chapters PCP/CP Multi-site/multi-national sales and servicing Win/win/win Infrastructure support: Contract CRM Pricing B2B Marketing Product dev. CAB support Sales training Reporting Account Management VOC Sales OBO chapters Chapter serviced Revenue to Chapters Global 1000 + SMEs Single site Flexible approach Customer extensions / optimization Partner revenue sharing (TBD) New Global 1000 leads Regional CAB development Regional conf./event support
25. DBDM Program Goals Be mission-driven Increase access to APICS products/services Strengthen/grow North American Chapters Respond to Chapter need for additional sales support Collaborate closely and build trust Capitalize on Corporate Services infrastructure and sales experience Deliver excellent service to the professional and the corporate sponsor
26. North American DBDM Pilot District Manager Committee consulted Southeast District agreed to be pilot district Working with District and Chapter leadership on key structural issues District webinars held in August District consulting on: Location Job Description Candidate Eval. SE District DBDM candidate interviewed at APICS 2013 Candidate in place for SE District Nov. 8 meeting Canadian Pacific Western Northeast Heartland Great Lakes Mid Atlantic Southwest Southeast Terra Grande
27. North American DBDM Pilot Full-time Sales Professional Employed by APICS Reporting to Eric Schneider Located within the SE District, traveling extensively Sells instruction, materials, certifications and membership on behalf of Chapters in the District Collaborates directly with District Leadership and Chapter Leadership Offers full-service, partial service support and ‘opt out’ Pilot = feedback, consultation and adaptation
28. Chapter Benefits Growth/Strength Membership Revenue Visibility Expanded relationships with corporate customers Experienced, professional sales support Increased focus on core strengths Corporate Services infrastructure (full-service)
29. Infrastructure Know How B2B Global Coordination Working Together Local Knowledge Local Relationship Lead Generation Instruction Local Community Chapter Services DBDM APICS District & APICS Chapters APICS Channel Services
30. Working Together RBDM Districts Chapters Initial Contact w/Prospect On-going Dialogue Three-way Lead Generation Quote & Negotiate Contract & Fulfillment Invoicing & Collections Revenue Flow After Sale Support Two-way Relationship Management
31. Q&A