Delivering outsourced services that drive revenue, lower risk and reduce costs (C) Delta International RTM Ltd12 Feb 09 - Slide 1

Outsourced Services and Programs

Overview presentation May 2010

Delivering outsourced services that drive revenue, lower risk and reduce costs (C) Delta International RTM Ltd20 June 09 - Slide 2

Delta Mission

To support our customers growth by driving revenues, reducing the cost, risk and providing greater flexibility for the management of IT Solution Channels

We provide a range of outsourced services and programs delivered by an experienced, expert team that understand both complex solutions and local market conditions globally

Delivering outsourced services that drive revenue, lower risk and reduce costs (C) Delta International RTM Ltd20 June 09 - Slide 3

Delta International RTM Overview

• Delta has been delivering global channel marketing and sales

support to IT leaders since 1995 from offices in the UK and US with

a global team of directors, consultants, researchers, recruiters &

associates

• Delta’s service methodologies have been adopted throughout the

world resulting in optimised revenue producing relationships for

clients from start ups to market leaders

"We have retained Delta many times over the course of the years

with excellent results. They are clearly leaders in Business Development,

Sales Optimisation and Partner Management."

IBM Executive

Delivering outsourced services that drive revenue, lower risk and reduce costs (C) Delta International RTM Ltd20 June 09 - Slide 4

Services and Programs to drive results

Delivering outsourced services that drive revenue, lower risk and reduce costs (C) Delta International RTM Ltd20 June 09 - Slide 5

Proven results with market leaders

• Delta’s clients include:

Delivering outsourced services that drive revenue, lower risk and reduce costs (C) Delta International RTM Ltd20 June 09 - Slide 6

Brazil

Canada

Mexico

USA

Czech Republic

Hungary

Poland

Rumania

Russia

Slovakia

China

India

Japan

Korea

ANZ

Austria

Belgium

Denmark

Finland

France

Germany

Holland

Italy

Ireland

Holland

Norway

Sweden

UK Israel

Egypt

South Africa

UAE

IT Solutions Channels experts with global capability

Different markets, languages and cultures

Same Channel development issues

Delta has quality solutions and experienced, multi cultural resources

Delivering outsourced services that drive revenue, lower risk and reduce costs (C) Delta International RTM Ltd20 June 09 - Slide 7

• Channels development is the original cornerstone of our business

Our aim is simple... to maximise your revenues by ensuring every aspect of your

channels' relationships is researched, designed, enabled and executed with

optimised effectiveness.

• All type of Partner Channels including:

Independent Software Vendors, Resellers, OEMs, ValueNets, Ecosystems, System

Integrators, Distributors, Alliance and Technology Partners.

Delivering outsourced services that drive revenue, lower risk and reduce costs (C) Delta International RTM Ltd20 June 09 - Slide 8

Support Programs

DevelopmentFrameworkChannel Strategy

Partner Development Plan

Partner ValuePropositions

Partner Agreements

Channel Design & Implement

BPI RatingYouBEST PRACTICE

35%29%

Market

Intelligence

Gathering

CLOSURE

63%34%

Overall process

effectiveness

53%

41%

52%

55%

74%

EXECUTE

PLAN

71%Campaign

Planning

63%Prospect

Nurturing

68%CRM/database

68%Sales Closure

Performance

59%Sales Pipeline

Development

BPI RatingYouBEST PRACTICE

35%29%

Market

Intelligence

Gathering

CLOSURE

63%34%

Overall process

effectiveness

53%

41%

52%

55%

74%

EXECUTE

PLAN

71%Campaign

Planning

63%Prospect

Nurturing

68%CRM/database

68%Sales Closure

Performance

59%Sales Pipeline

Development

Channel Optimise

Delta BPI™ - Best Practice Index - developed from practical experience working with hundreds of ISVs

Delta’s channel design and implementation methodologies and supporting work templates have been adopted

throughout the world

Delivering outsourced services that drive revenue, lower risk and reduce costs (C) Delta International RTM Ltd20 June 09 - Slide 9

Delta ValueNet™ – Structured partner ecosystem planning, enablement, execution and measurement

Eight step process for building and executing

ISV

VAD

VAR SP

IBM

SI

Others

ISVISV

VADVAD

VARVAR SPSP

IBMIBM

SISI

Others

ISV

ISV

VAD

VAR SP

IBM

ISV

Others

RSIISV

VADVAD

VARVAR SPSP

IBMIBM

ISVISV

Others

RSI

Business Solutions

ISV applications are often at the

core of the solution offers for

ValueNet ™ initiatives

Infrastructure Solutions

System Integrators and

Consultants are often the

ValueNet ™ hub of offers for

Infrastructure solutions

ValueNet ™ Teams form repeatable solution offers that can be customized to specific end user requirements

HDW

HDW

Delta International has helped IT providers build 100’s of ValueNet marketing and sales plans

Delivering outsourced services that drive revenue, lower risk and reduce costs (C) Delta International RTM Ltd20 June 09 - Slide 10

• Partner recruitment

All types VARs, ISVs, Alliance Partners

• Permanent Executive Recruitment

Sales, Marketing and Channels Executives

• Outsourced resources – individual or teams

Interim managers & channel sales, marketing and development teams

o Our consultants contractors have worked in the IT solution channels as

partner and marketing managers, channel managers, sales directors and

general managers

o Global and local language coverage

o Full time, part time, short term or long term contracts

Delivering outsourced services that drive revenue, lower risk and reduce costs (C) Delta International RTM Ltd20 June 09 - Slide 11

Partner Recruitment

• Identifying and engaging with Partners who will be aligned with your strategic objectives and provide the revenues you require can be a lengthy and complex task.

• Delta has worked on many partner recruitment projects for IT companies of all sizes worldwide – delivering quality partners and faster time to revenues

SAS UK Ramps Up Reseller Channel Initiatives with Delta International

In a strategic step towards further strengthening its channel position, SAS UK, the market

leader in enterprise intelligence, today announced its collaboration with Delta

International, the worldwide specialist in IT solution channels

Delivering outsourced services that drive revenue, lower risk and reduce costs (C) Delta International RTM Ltd20 June 09 - Slide 12

Outsourced Channel Management – Flexible & Modular

Overall Channel Management

Channel Sales Management

Channel Marketing Management

Pla

n/

En

ab

le/

Execu

te

Co

un

try1

/ C

ou

ntr

y2

So

luti

on

1/

So

luti

on

2

ValueNet™ Management

Channel Pipeline Management

With reduced cost

Delivering outsourced services that drive revenue, lower risk and reduce costs (C) Delta International RTM Ltd20 June 09 - Slide 13

Channel Cost and Risk Assessment

• By knowing your “Channel Cost and Effectiveness Index” you will be able to:

Gain insight into how well your IT solution channels are really performing

Identify and prioritise where costs and investments should be focused in house or outsourced to deliver greatest performance improvement

Channel Strategy

Implementation

Partner

Deployment

Channel Strategy Planning Partner PlanningChannel Business Plan Partner Business Plan

Market Assessment Review Partner Business Strategy

Market Intelligence Partner Business Targets

Channel Design Partner Business Plan / ROI

Business Targets Partner Relationship Development

Partner Business Plan / ROI

Partner Enablement Program

Partner Value Proposition

Channel Operations Management

Internal Channel Team Build Partner Team BuildAllocate Team Resources Allocate Team Resources

Team Roles & Responsibilities Team Roles & Responsibilities

Team Objectives & Incentives Team Objectives & Incentives

Team Skills Development Plan Team Skills Development Plan

Channel Program Enablement Partner EnablementInternal Team Enablement Program Partner Enablement Program

Team Development Status Partner Enablement Status

Communications Sales Enablement

Implement Channel Support Program Marketing Enablement

Develop Partner Agreements Technical Enablement

Co-Marketing Program

Channel Program Execution Partner ExecutionPartner Recruitment Campaign Business Plan

Target Partner Database Build Campaign Targets/Metrics

Target Partner Shortlisting Marketing Plan

Appointment Setting Customer Value Proposition

Partner Recruitment Campaign Collateral

Recruitment Campaign Review (KPIs) Marketing Database Build

Improvement Plan Sales Pipeline Development

Sales Nurturing Program

Sales Execution

Marketing Campaign Review

Sales & ROI Review

Customer Delivery

Channel Program Review Partner ReviewChannel Business Plan Reviews Partner Business Plan Reviews

Target (KPI) Tracking Target (KPI) Tracking

Partner Reviews

Channel Program Review

Channel Development

Recommendations

Partner Development

Recommendations

Step 1

PLAN

Step 2

TEAM

BUILD

Step 3

ENABLE

Step 4

EXECUTE

Step 5

REVIEW

Typical Cost Assessment Headings

Delivering outsourced services that drive revenue, lower risk and reduce costs (C) Delta International RTM Ltd20 June 09 - Slide 14

Services and Programs to drive results

Channels™Flexible global sales coverage

Outsource™

Efficient Channel Management

Delivering outsourced services that drive revenue, lower risk and reduce costs (C) Delta International RTM Ltd20 June 09 - Slide 15

Group Companies

Delivering outsourced services that drive revenue, lower risk and reduce costs (C) Delta International RTM Ltd20 June 09 - Slide 16

Summary

• Structured services that are tried and tested throughout the world

• Greater revenue and flexibility, lower risk and costs

• Stable and profitable firm since 1995

• Quality client base with excellent reputation and references

• 100’s of man years of channel management experience available

globally

• Proven Channel Best Practice processes and tools that have

generated 10’s of millions of dollars of customer “delta” revenue

Delivering outsourced services that drive revenue, lower risk and reduce costs (C) Delta International RTM Ltd12 Feb 09 - Slide 17

Back Up

Delivering outsourced services that drive revenue, lower risk and reduce costs (C) Delta International RTM Ltd20 June 09 - Slide 18

Delta Service Matrix

•SalesFlow™

•DeltaAssessor™

•DeltaBase™

•DeltaInsights™

•DeltaDesign™

•DeltaPlan™

CONSULTING

OUTSOURCING

•DeltaPartner™

•DeltaPeople™

RECRUIT

RESOURCING

EXECUTE & MEASUREENABLEPLANChannel Processes

•DeltaSkills™

Channel as a Service

Delivering outsourced services that drive revenue, lower risk and reduce costs (C) Delta International RTM Ltd20 June 09 - Slide 19

Recent Projects