partnering. strategy 4 success

Welcomeat

What Are We Doing?

Partnering

Strategy 4 Success

Ruediger BaumannCEO

www.phonedeck.com

How to win in a B2B market?

1What´s the problem

of the customer?

Get Your Message Clear!

Describe a bright future / vision

Show a road to a solution

Why are you different?

Prospect doesn´t want to talkbecause you ...• are not known by him• haven´t been

mentioned anywhere before

• are a too small company

• don´t have references• and...• and...

You need leverage

But who influences the customer?

Publications

• Press• Blogs• Web• Twitter• LinkedIN• Xing• ….

Analysts• Gartner• IDC• Ovum• Forester• Experton• ….

Congress Presentation

You Got Mail! Direct Marketing

References

If you win a customer, get him talking about you!

The Marketing Mix

19

PressAgency

PressAgency

PhonedeckPhonedeck

Business Analysts

Business Analysts

ConferencesConferences

PartnersPartners

OnlineVideos

OnlineVideos

Word ofMouth

Word ofMouth

News Media

News Media

UsersUsersBusinessesBusinessesMailings / Calls

Press Release

Roadshow

Promoting

Ooops we forgot one! Partner!

Partner and the Challenge

+ • Small:

Niche Experts, dynamic with long customer relationships

• Technology:Low marketing cost, big brand behind it – sometimes

• International partner:• Global reach, best technology

understanding

-• Small:

Limited reach and medium sized projects only

• Technology:IPR risk, OEM hides your part of the innovation

• International partner:long processes, revenue driven, hard to manage

Why Partner?1. They know your / their market2. They own the client relationship

already and the reputation3. They have a professional sales

team4. They have professional

consultants

With Partner you have …

• Honest feed back• Source 4 innovation• Easier client access• More sales power• Marketing support• Global reach• Cultural fit

Partner Types

• Referral• Integration• Reseller• OEM

Homework first!

• Collateral addressing partner

• Collateral supporting partner sales

• Education 4 partner• Website presence• Business model / price

list for partner• Contracts• Technical support

What to avoid

• DependenceEven with partner you need direct access to clients / customer

• Exclusivitydo not give exclusivity without …- commitment ( $! )- confidence in partner´s execution

YES YOU CAN!With PARTNER your market approach will be faster!

ruediger.baumann@phonedeck.com