Deal Registration - Channel Chiefs Council Webinar - Jay McBain - Dec 2016 - PowerPoint PPT Presentation

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Deal Registration - Channel Chiefs Council Webinar - Jay McBain - Dec 2016

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  1. DEAL REGISTRATION Jay McBain jamesrmcbain@gmail.com jmcbain

  2. 75% OF WORLD TRADE FLOWS INDIRECTLY

  3. 438,619 BOOKS ON DIRECT SALES

  4. 438,619 BOOKS ON DIRECT SALES 180 BOOKS ON INDIRECT SALES

  5. SO, YOU WANT TO BE A CHANNEL CHIEF?

  6. BE CAREFUL WHAT YOU ASK FOR… 75 RESPONSIBILITIES CROSSING ALL LINES OF BUSINESS From contracts to rules of engagement, portal and PRM management to co-marketing and MDF return of investment. From segmentation to capacity planning, distribution, multi-tier and margin matrix. From managing back-end dollars to conflict. From education, training and certification to solution alignment and communication. From pre- and post-sales and technical support to fraud, partner satisfaction and endless customizations. From community management to motivation, loyalty and partner-friendly value propositions. From deal registrations to running partner advisory councils. From development of battle cards and competitive education to driving co-branding, co-selling and co-marketing initiatives. From controlling global branding to delivering a demo, try-and-buy and loaner program. From producing partner friendly product roadmaps to securing sales in, sales out and end user reporting from dozens of partner segments. From managing industry, geographic and technology verticals to optimizing distribution routes to market. From simplifying growth and new customer programs to making sure that your company is protected from gray and black markets. From administering international rules, regulations and legislation to ensure all collateral, communication and media is translated around the world. From observing pricing and fairness laws and norms to making sure the program is represented across social media, email, web, newsletters, and search engines. From attending dozens of tradeshows to publishing whitepapers, e-books, technical briefs and reference books. From integrating the PRM, portal and other tools into the companies back end to mediating internal conflict and deference. From representing the company in industry associations, peer groups and expert panels to making sure that RMA’s, rebates, MDF and loyalty payments are issued correctly. From engaging the industry media and bloggers to making sure that Channel Account Managers are deployed and managed correctly. From budgeting, forecasting and benchmarking to nurturing, converting and recruiting. From developing and accelerating top partners to developing an MVP program. From educating internal stakeholders to being the external face of the company. From extending floor financing, credit terms to ensuring the appropriate recognition program is in place.

  7. Based on our research, the best channel leaders tend to have more in common with great general managers than with great sales managers. ”

  8. DEAL REGISTRATION Deal registration is a program of channel partners in which the vendor is informed about a business opportunity and is provided priority for it. The channel partners, like system integrator partners or value-added resellers, are provided with a definite period to bring the deal to a closure. However during this time, a vendor’s own sales team or other channel members are prohibited from striking a similar deal with the particular lead. Deal registration helps in lowering the channel conflicts between the channel members of a vendor’s internal sales team.

  9. DEAL REGISTRATION 14 KEY BENEFITS

  10. More effectively manage the pipeline Improve their forward-looking view and forecast of future opportunities Enhance communications while reducing administrative costs and complexity Motivate channel partners to be more loyal and write more business Increase reseller loyalty by assuring better margins for those that initiate sales opportunities Enhance pre-sales end user support through greater channel collaboration Improve the quality and completeness of information delivered to the end customer Create incentives for channel partners to share information on deals they are working to enable the vendor to collect more competitive intelligence Price larger deals in a more consistent manner Improve record keeping and compliance with industry standards or government regulations Gain more insight into dynamic market opportunities and better understand how business is trending overall Close the loop at the end of the sales process and determine which partners and sales programs are most effective • • • • • • • • • • • 1. More effectively manage the pipeline •

  11. 2. Improve forward-looking view and forecast of future opportunities

  12. 3. Enhance communications while reducing administrative costs & complexity

  13. 4. Motivate channel partners to be more loyal and write more business

  14. 5. Increase reseller mindshare by assuring better margins

  15. 6. Enhance pre-sales end user support through greater channel collaboration

  16. 7. Improve the quality & completeness of info delivered to the end customer

  17. 8. Partners share info on deals enabling the vendor to collect more competitive intel.

  18. 9. Price larger deals in a more consistent manner

  19. 10. Improve record keeping and compliance with industry standards or gov’t regulations

  20. 11. Gain more insight into dynamic market opportunities and better understand how business is trending overall

  21. 12. Close the loop at the end of the sales process and measure

  22. 13. Determine which partners and sales programs are most effective

  23. 14. Feed AI, predictive analytics and machine learning systems

  24. BEST PRACTICES 1. Be Strategic - Set Overall Objectives and Strategies

  25. BEST PRACTICES 1. Be Strategic - Set Overall Objectives and Strategies 2. Modernize, Automate and Implement

  26. BEST PRACTICES 1. Be Strategic - Set Overall Objectives and Strategies 2. Modernize, Automate and Implement 3. Integrate Your Channel Programs

  27. BEST PRACTICES 1. Be Strategic - Set Overall Objectives and Strategies 2. Modernize, Automate and Implement 3. Integrate Your Channel Programs 4. Reward Value Added Selling, Discourage Deal Poaching

  28. BEST PRACTICES 1. Be Strategic - Set Overall Objectives and Strategies 2. Modernize, Automate and Implement 3. Integrate Your Channel Programs 4. Reward Value Added Selling, Discourage Deal Poaching 5. Prevent Duplicate Registrations to Reduce Conflict

  29. BEST PRACTICES 1. Be Strategic - Set Overall Objectives and Strategies 2. Modernize, Automate and Implement 3. Integrate Your Channel Programs 4. Reward Value Added Selling, Discourage Deal Poaching 5. Prevent Duplicate Registrations to Reduce Conflict 6. Create and Enforce Program Rules Consistently

  30. BEST PRACTICES 1. Be Strategic - Set Overall Objectives and Strategies 2. Modernize, Automate and Implement 3. Integrate Your Channel Programs 4. Reward Value Added Selling, Discourage Deal Poaching 5. Prevent Duplicate Registrations to Reduce Conflict 6. Create and Enforce Program Rules Consistently 7. Comply with Antitrust and Price Discrimination Laws

  31. BEST PRACTICES 1. Be Strategic - Set Overall Objectives and Strategies 2. Modernize, Automate and Implement 3. Integrate Your Channel Programs 4. Reward Value Added Selling, Discourage Deal Poaching 5. Prevent Duplicate Registrations to Reduce Conflict 6. Create and Enforce Program Rules Consistently 7. Comply with Antitrust and Price Discrimination Laws 8. Close the Loop, Monitor Partners and Program Performance

  32. CHALLENGES 1. Figuring out internal funding methodology 2. Automating and integrating into legacy systems 3. Finding resources to work on project (and managing after) 4. Because of many different vendor attributes, every implementation is unique 5. Lack of internal channel religion and rules of engagement 6. Overcoming trust issues with partners 7. Differentiating from competition 8. Benchmarking and measuring success

  33. Align with Corporate Goals DEAL REG PROCESS FLOW Motivate Behaviour Measure Success Assess Trust Leverage Distribution Determine Program Criteria Automate Streamline Processes Sell it Internally Maintain Simplicity

  34. WHERE DO WE GO FROM HERE?

  35. AI for Channels starts to take shape

  36. CHANNEL PROFESSIONALS NEED BETTER SALES TOOLS DRIVE INDIRECT REVENUE WITH PREDICTIVE ANALYTICS REDUCE UNCERTAINTY WITH BETTER FORECASTING

  37. Real-time rep scorecards with ranking and trending Detailed forecasting with advanced data science Actionable predictions and insights to focus on what is important Customize partner and rep agendas to make sure product, program and incentive conversations are happening

  38. SUMMARY & QUESTIONS Deal Reg has become table stakes for most commodity product categories • Improves pipeline visibility, reduces channel conflict, and improves partner profitability • Sufficient planning and adequate resourcing is critical • More data will provide better decisions moving forward using artificial intelligence, predictive and machine learning • Jay McBain jamesrmcbain@gmail.com jmcbain