overview of hawkeye services

Hawkeye Credentials

John Walker2008

WHO

WE ARE

Over a decade of success

OU

R MISSIO

N

3© 2008 hawkeye, all rights reserved.

Our Channel Services are designed to:

Determine the most effective routes to market for our clients’ solutions portfolio

Recruit and enable the right channel partners

Develop and implement channel programs that deliver measurable results

Maximize partner revenues in B2B and B2C channel segments

Increase partner program participation through effective partner communication

Channel Practice

Passion for operational excellence and efficiency Turning strategic concepts into channel solutions


Program DesignInvestment

OptimizationResearch

Coverage and Capacity

Fund MgmtSales Tracking

Partner EnablementMarketing

RewardInsight

Program AuditsChannel TouchmapsAnalyticsForecasting/Prioritization

CreativeAccount ManagementCommunicationsRebate Mgmt & Prepaid CardsClaims AdministrationMultilingual Helpdesk

OVERVIEW

12 Office Locations 116 Deployed Countries Global Ready Infrastructures

In-Region Support Globalized and localized Global payments

Global Solutions, Regional Presence

KEY: Office locations Application deployments

GLOBAL EXPERIEN

CE

GLOBAL PAYM

ENTS


…to Latin America:$1.3MM

…within North America:$509MM

…to EMEA:$25.8MM

…within EMEA:$76.5MM

…to Asia Pacific:$1.5MM

Disbursement Projections 2008 = $614MM 2009 = $774MM

Disbursement Centers in Seattle and Poland

•Agree on goals and strategy•Focus on 4 critical, interrelating areas of a Unified Partner Strategy Programs

•Hard benefits (affecting account’sbottom line)•Soft benefits (affecting customer satisfaction)

Enablement•Product, technical, sales training •Certification / accreditation•Lead generation•Assisted selling •Etc.

Communication•Direct touch•Indirect touch•Inbound•Outbound

Coverage•Quantities, qualities, performance of appropriate account types requiredto meet goals

Quantitative & QualitativeCoverage

ScaleableAction Plan

Prioritized account recruiting and

engagement action plan

Field / telephone sales and technical

resource deployment

Websites, portals, e-mail, collateral, etc.

Programs& Offers

Indirect & DirectCommunications

“Hard”Benefits

“Soft”Benefits

How many / what kinds of partners to achieve goals

Training

Sell Through

ChannelEnablement

Supporting Systems and Resources Supporting Systems

and Resources

Program and Strategy Alignment GETTING STARTED

CHANN

EL RESEARCHChannel Programs – GAP Analysis• Review channel goals and objectives• Assess current offerings• Review competitive offerings to determine program “table stakes”• Interview key internal and external stakeholders, including finance, IT,

distributors and partners“Lift the hood” on program operations to ensure promises are delivered


• Supports payments into 150 countries• Payments made in 137 currencies• Supports common global payment methods (EFT, X-Border ACH)• Next day funds transfer in 20 currencies • Pre-negotiated FX rates reduce partner costs for receiving funds in local currency

• Distributed > 500MM in 2007• Sarbanes-Oxley and GAAP

compliant• Distribution of payment system

authority• Signature/approval policy• Robust quality controls• Complete financial reporting &

reconciliation

Full Service Payment Brokerage for:Company and individual incentives, vendors and vended services

Secure Global

Eliminate problems brought on by manual processes, including inaccuracies, duplicate claims, and slow payment responses.

PARTNER REBATES

Global Payment Gateway

• Recognised for indirect channel knowledge and expertise Senior industry leaders with 15+ years of experience Results for clients Client accreditation and industry awards

• We blend strategy, business process improvement and innovative technology to build out channel solutions

• Global service provider with regional support – NA, EMEA, APAC

THANK YOU!

John Walker+44 208 334 7080

[email protected]

Information presented is confidential and proprietary to Hawkeye

Channel Practice Summary

THANK YO

U

Thank You

11

overview of hawkeye services

Business