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The Canadian Channel Chiefs Council (C4) is hosting a first of its kind webinar on a topic that has become the most hotly debated area in the channel today: deal registration. Taking place on Dec. 13th at 1 PM ET, the webinar will feature noted channel professional Jay McBain of ChannelEyes to outline what the future holds for deal registration programs in light of the recent announcement by Salesforce.com on its new Einstein tool. Einstein is an artificial intelligence tool that promises to take all the data that organizations have dutifully been capturing to their CRM for years and put it to good use, at first making recommendations about what leads sales reps should call first, or what personalization path is most appropriate for a marketing campaign. McBain, who was a channel executive at Lenovo and with AutoTask, intends to provide the audience of this webinar new information on how artificial intelligence and machine learning is going to impact the channel. He believes tools such as Einstein are an exciting new thing that’s going to rapidly change the way vendors look at deal registration today. McBain’s ChannelEyes organization works to provide real-time sales intelligence for channel professionals. But Einstein is not the only topic of discussion for this webinar. McBain also plans on unveiling new strategies on deal registration for those who are still developing their channel structure and programs. He also has ideas for what to do in terms of conflict resolution and the rules of engagement when it comes to deal registration. McBain also plans on answering questions from channel chiefs and other channel professionals at the webinar.

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


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    Presentation Transcript
    deal registration

    DEAL REGISTRATION

    Jay McBain jamesrmcbain@gmail.com jmcbain

    438 619 books on direct sales

    438,619

    BOOKS ON DIRECT SALES

    438 619 books on direct sales 180 books

    438,619

    BOOKS ON DIRECT SALES

    180

    BOOKS ON INDIRECT SALES

    so you want to be a channel chief

    SO, YOU WANT TO BE A

    CHANNEL CHIEF?

    be careful what you ask for 75 responsibilities

    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.

    slide7

    Based on our research, the best channel leaders tend

    to have more in common with great general

    managers than with great sales managers.

    deal registration 1

    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.

    deal registration 2

    DEAL REGISTRATION

    14 KEY BENEFITS

    more effectively manage the pipeline improve

    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

    2 improve forward looking view and forecast

    2. Improve forward-looking view and

    forecast of future opportunities

    3 enhance communications while reducing

    3. Enhance communications while reducing

    administrative costs & complexity

    4 motivate channel partners to be more loyal

    4. Motivate channel partners to be

    more loyal and write more business

    5 increase reseller mindshare by assuring better

    5. Increase reseller mindshare by

    assuring better margins

    6 enhance pre sales end user support through

    6. Enhance pre-sales end user support

    through greater channel collaboration

    7 improve the quality completeness of info

    7. Improve the quality & completeness

    of info delivered to the end customer

    8 partners share info on deals enabling

    8. Partners share info on deals enabling the

    vendor to collect more competitive intel.

    10 improve record keeping and compliance with

    10. Improve record keeping and compliance

    with industry standards or gov’t regulations

    11 gain more insight into dynamic market

    11. Gain more insight into dynamic market

    opportunities and better understand how

    business is trending overall

    12 close the loop at the end of the sales process

    12. Close the loop at the end of the

    sales process and measure

    13 determine which partners and sales programs

    13. Determine which partners and

    sales programs are most effective

    best practices

    BEST PRACTICES

    1. Be Strategic - Set Overall Objectives and Strategies

    best practices 1

    BEST PRACTICES

    1. Be Strategic - Set Overall Objectives and Strategies

    2. Modernize, Automate and Implement

    best practices 2

    BEST PRACTICES

    1. Be Strategic - Set Overall Objectives and Strategies

    2. Modernize, Automate and Implement

    3. Integrate Your Channel Programs

    best practices 3

    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

    best practices 4

    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

    best practices 5

    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

    best practices 6

    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

    best practices 7

    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

    challenges

    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

    align with corporate goals

    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

    channel professionals need better sales tools

    CHANNEL PROFESSIONALS

    NEED BETTER SALES TOOLS

    DRIVE INDIRECT REVENUE WITH

    PREDICTIVE ANALYTICS

    REDUCE UNCERTAINTY WITH

    BETTER FORECASTING

    real time rep scorecards with ranking and trending

    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

    summary questions

    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