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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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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