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2013 2014 2015 20160
50,000
100,000
150,000
200,000
250,000
Server Storage Security Software
DOES YOUR CUSTOMER BATTLE CARDLOOK LIKE THIS ?
$200k MISSED REFRESH OPPORTUNITY
$50k MISSED FEATURE EXPANSION OPPORTUNITY
$50k MISSEDEXPANSION OPPORTUNITY
EVALUATING CLOUDWITH ANOTHERVENDORX
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ELEMENTS FORPARTNER LEDINSTALLED BASESUCCESS3
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GOBACK TOEXISTINGAPPLETREES
Existing customers are 50% more likely to try new products and spend 31% more, on average, when compared to new customers, which translates to cross sell and upsell.
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FEATURE UPSELLNew feature or module upsell
INSTALLED BASEOPPORTUNITIES
CROSS SELL
EARLY REFRESH
Cross sell to higher capacity platforms
Refresh hardware & software 18 months early
DORMANT CUSTCustomers who have haven’t purchased in X period OR customers who haven’t purchased the full portfolio
TECH MIGRATION
LICENSE EXPANSION
Migrate customers to Cloud, Licensing, Consumption models
Upsell license or feature expansion to customers 2-3 years installed
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INSTALLED BASEWILL IT MOVE THE NEEDLE?
If you had Partner revenues of $50m for each of past 5 years, with an average sale of $25k
$35mIf You Refreshed 18Months Sooner
$20mIf 20% Upgraded Features
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ELEMENTSREPEATABLE PROCESS AT SCALE = CADENCE3 DEAL BY DEAL SYSTEMATIC APPROACH = FOCUS
PARTNER SALES ENGAGED IN SALES MOTION = ENGAGEMENT
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PARTNER LED INSTALLED BASETHE CHALLENGE TODAY
FRAGMENTEDDATA
INTERNALPROCESSES
DISJOINTEDCONTENT
PARTNERSALES
INTERLOCK
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PARTNER LED INSTALLED BASEHOW IT NEEDS TO LOOK
DATA DRIVENOPPORUNITIES
Content
PARTNERSALES
REPEATABLEPROGRAM
EngagementData
Sales Motion
END CUSTOMERS
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THEN SCALE IT ACROSS HUNDREDS OF PARTNERSUSE THE FORCE!
STRESSED YOU
+ =HAPPY YOU
((
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SALESIQ 360 PLATFORMPARTNER LED REFRESH
UPSELL / X-SELL / REFRESHFEATURE EXPANSION
DORMANT CUSTOMER
CUSTOMIZED CONTENTSPECIFIC SALES MOTIONS
MICRO PROGRAM VISIBILITY
DEAL BY DEAL MANAGEMENT
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SINGLE VIEW OF ALL OPPORTUNITIESSALES MANAGER
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VENDOR & PARTNER SALESLEADERBOARDS
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VENDOR & PARTNER SALESREPORTING
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SINGLE VIEW OF ALL OPPORTUNITIESPARTNER SALES
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GUIDED SELLING FOR PARTNERSSALES MOTIONS & CONTENT