channel services group
TRANSCRIPT
CHANNEL SERVICES GROUP
August 5, 2010
Channel Services Group (CSG), the leader in channel partner marketing and sales solutions, delivers innovative indirect channel
sales strategies for technology based companies.
CSG’s highly agile OPENLINE services and BLUEROADS SaaS software suite empowers enterprises and their indirect selling partners
to gain channel efficiency, performance and predictability directly resulting in increased sales revenue.
ABOUT CSG
Business characteristics> High price point> Complex product> Sold as part of a solution> Through VAR, dealer, agent, reseller> Depend on channel for 50%+ of
revenue
Business challenges> High channel conflict> Low forecast visibility or accuracy> Low opportunity conversion rates> Low lead conversion rates> Limited lead performance visibility> Inability to leverage key influencers
Leading Companies Select CSG
Solutions and Services Overview
Highlighted Sentence• Bullet
• Bullet
• Bullet
Channel Business
Process Review
and
Design Channel
Program Planning,
Design Channel
Best Practices
and Methodologies
Channel Development
Channel Enablement
Channel Sales
Partner Retention
Lead Management
Deal Registration Management
Lead Referral Management
OPENLINE Services OverviewImproving Performance Across the Channel Lifecycle
• New Reseller Recruitment• Competency Recruitment• Competitive Recruitment• Partner On-Boarding• Enroll & Renew
• Incentive Validation• Marketing Research• Renewal Processing• Performance Surveys• Retain, Reward or Weed• Partner Satisfaction
• Train, Enable & Execute• Go To Market Campaigns• Adoption & On-Boarding Online
Profile Completion• Training Recruitment• Event Recruitment• Event Reminders
• Lead Nurturing• Lead Distribution• Lead Management• Account Development• Sales Lead Qualification• Opportunity Closure Analysis
Blend of onshore and offshore expert call center agents based in
the US and Makati, Philippines
• Onshore program management
• Consolidated reporting
• Onshore quality assurance
• Mentor program and training
• Low turnover
• Educated workforce
• Reduced costs extend the reach of your budget
• You pick the blend
CSG’s Blended Solution
BLUEROADS Solution OverviewBLUEROADS maximizes channel sales revenues for medium
and large corporations with complex mission critical channels through Partner Opportunity Management (POM) programs
and modules that are designed to:
Shorten sales cycles
Increase opportunities
Maximize closing margins
Increase win rates
• Ease of use for vendor and partner• Sophisticated lead and opportunity matching• All deal, lead and partner data “actionable”• Easy to model complex processes• Fully internationalized
Driving Revenue & Business AlignmentRenewalCross-Sell/
Up-SellOpportunity
Win/LossOpportunity Management
OpportunityCreation
SalesQualificationRoutingMarketing
QualificationLead
NurturingLead
Acquisition
PARTNER OPPORTUNITY MANAGEMENT
RetentionCycle
OpportunityCycleLead Cycle
SalesSystems
REFFERALS
1
LEADS
2
MarketingSystems
OPPORTUNITIES
3REVENUE
• Designed specifically for indirect selling organizations – not
an SFA derivative
• Easy to model complex channel organizations
• Easy to create, modify and EOL complex rules, programs
and business processes
• Easy to use for both vendor and partner
• Leverages all object data for intelligent matching, eligibilities
and alignment
• Built in channel best practice business processes
Key Differentiators
Closed Loop Lead Management
• Bullets• Bullets • Bullets
LEAD CHARACTERISTICS
Company: Ford
Contact: Jim Smith
Division: Fleet Leasing
Co. Size: Enterprise
Industry: Automotive
Region: Midwest
Product Interest: 2200XL
Lead Source: Exec Conf
REVIEW & MATCHING ROUTING DELIVERY
Named Accounts
Duplicate Checks:• Account• Opportunity • Lead
Exception processingPrevious sales success
Lead validity
Qualification
Region
Company size focus
Productauthorization
industry focus
Program level achievement
Pre-existing relationships
Co-Marketing campaign?
Pull
Shark Tank
Assign
PushDistribute
DEALS
REFFERALS ENSURE MARKETING INVESTMENT CONVERTS TO REVENUE
MarketingSystems
Accelerate sales cycles
IncreaseClose Rates
REVENUE
Single
Multiple• Parallel• Serial
Automatic
Guidance
Time Based
Line item
REDUCE CHANNEL CONFLICT AND INCREASE PIPE
MATCHING
PAR
TNE
R E
LIG
IBIL
ITY
Sales Guidance Product/Campaign Tips Alerts
Audit trail
Opportunity updates/ closed-loop feedback
Named Accounts
Duplicate Checks:
• Account
• Opportunity
• Leads
Program ParameterCheck
OPPORTUNITY CHARACTERISTICS
Company: Ford
Contact: Jim Smith
Division: Fleet Leasing
Co. Size: Enterprise
Industry: Automotive
Region: Midwest
Deal size: Units/Revenue
Product Interest: 2200XL500G
Partner Level: Silver
Sales Systems
REVENUE
LEADSREFFERALS
SELLING
Maximize closing margins
$ $$Improve
cross-sell and up-sell
Multi-Dimensional Deal Registration
APPROVALS
SURFACE OPPORTUNITIES FROM BROAD PARTNER BASE
REVENUE
REVIEW & MATCHING APPROVAL
Email alerts
Dashboard review/approval
Multiple submitters
Full submitter visibility and audit
Named Accounts
Duplicate Checks:
• Account
• Opportunity
• Lead
Lead ReferralProgram ParameterCheck
INCENTIVEREFERRED LEAD CHARACTERISTICS
Company: Ford
Contact: Jim Smith
Division: Fleet Leasing
Co. Size: Enterprise
Industry: Automotive
Region: Midwest
Product Interest: 2200XL
Lead Source: Independent Consultant
DEALS
Incentive in any “currency”
Incentive @ any stage of Lead/Sales Cycle
LEADS
MarketingSystems
Surface more opportunities
Influencer Lead Referral
• Ease of use for vendor and partner
• Sophisticated lead and opportunity matching
• All deal, lead and partner data “actionable”
• Easy to model complex processes
• Guided selling and Up-sell / Cross-sell
• Fully internationalized
BLUEROADS Differentiators
Channel Services Group 5000 148th Ave. NE Redmond, WA 98052
888.763.7079www.csgchannels.com
ContactJoby Pearson, VP Sales [email protected]
Jason Hardy-Smith, Senior Director Product Marketing [email protected]
Stacey Schuneman, Director Business Development [email protected]