why you need a partner led installed base program
TRANSCRIPT
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
ELEMENTS FORPARTNER LEDINSTALLED BASESUCCESS3
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.
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
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
ELEMENTSREPEATABLE PROCESS AT SCALE = CADENCE3 DEAL BY DEAL SYSTEMATIC APPROACH = FOCUS
PARTNER SALES ENGAGED IN SALES MOTION = ENGAGEMENT
PARTNER LED INSTALLED BASETHE CHALLENGE TODAY
FRAGMENTEDDATA
INTERNALPROCESSES
DISJOINTEDCONTENT
PARTNERSALES
INTERLOCK
PARTNER LED INSTALLED BASEHOW IT NEEDS TO LOOK
DATA DRIVENOPPORUNITIES
Content
PARTNERSALES
REPEATABLEPROGRAM
EngagementData
Sales Motion
END CUSTOMERS
THEN SCALE IT ACROSS HUNDREDS OF PARTNERSUSE THE FORCE!
STRESSED YOU
+ =HAPPY YOU
((
SALESIQ 360 PLATFORMPARTNER LED REFRESH
UPSELL / X-SELL / REFRESHFEATURE EXPANSION
DORMANT CUSTOMER
CUSTOMIZED CONTENTSPECIFIC SALES MOTIONS
MICRO PROGRAM VISIBILITY
DEAL BY DEAL MANAGEMENT
SINGLE VIEW OF ALL OPPORTUNITIESSALES MANAGER
VENDOR & PARTNER SALESLEADERBOARDS
VENDOR & PARTNER SALESREPORTING
SINGLE VIEW OF ALL OPPORTUNITIESPARTNER SALES
GUIDED SELLING FOR PARTNERSSALES MOTIONS & CONTENT
