Partnering to Sell Thomas Kablau Microsoft Mal Shaw Express Data Michael Salmon Partner Program Manager WebCentral Joy McKay and Craig Miller HP

Successful Partnership “Creates and supports a framework that innovative and finds sustainable ways to achieve the partnerships objectives.”

Partnering to Sell What makes a successful partnership? –Value –Action and deliverables –Receptive and committed people –Defined objectives –Quality –Well prepared –Organisation and support

Agenda Partnering and Express Data Partnering and WebCentral Partnering and HP Summary Q&A

Express Data Mal Shaw – General Manager, Sales

Agenda Introduction Partnership model Engagement Innovation IT Agent Annuity

Introduction Express Data was incorporated in 1996 Head office located in Botany, Sydney with national presence Employs 285 staff across Australia and New Zealand Mission: Our commitment is to deliver on time, with legendary customer focus

Regional AMs, dedicated Microsoft BDM and product team Experienced operations team Licensing and annuity specialists Channel marketing capabilities Focus and priority Engagement

“Add pleasure or remove pain” Speed Automation Self-Service Innovation

IT Agent Reduced initial cost Reseller rebate Agreement managed via portal Proactive renewal service Specialist hotline

Annuity Portal Six month sliding window pipeline Proactive quote service Expert quote wizard End user notification Specialist hotline

Express Data Licensing Specialist Ph: Open Value: Or call IT Agent on Partnering to sell and grow with Express Data

Thank you serious distribution

Partnering to Sell Michael Salmon Partner Program Manager

Agenda Partnering to sell The WebCentral experience Adding value to the Partnership

Partnering to Sell “How do you make money for your Partners?”

Partnering to Sell Partnerships are about receiving mutual benefit Usually $ – either making or saving money Partnerships are about outsourcing non-core functions from your business to ensure success Play to your strengths and Partner to cover gaps Reseller and Partner are not the same Partners care about each others business and want to see each other prosper

Microsoft, Cisco, IBM etc… Supply expertise (software, product, knowledge etc…) we don’t possess Web & Apps developers and Tech Advisors Supply expertise (customer base, knowledge, selling skills etc…) we don’t possess WebCentral Experience As an organization that promotes outsourcing, we understand the benefits and actively Partner

WebCentral Partner Program Australia’s largest web and application hosting company Partner Program in operation since beginning (1997) Over 1,100 active Partners + Web Developer + Application Develop/ISV + Systems Integrator + Telco

Adding Value to the Partnership Partnership offering has to be attractive for potential Partners Key criteria: 1.Business model: recurring vs once off revenue 2.Provide systems for customer control 3.Give Partners options for customer management 4.Build intrinsic value in their business

1. Business Model Promote recurring revenue streams Monthly or yearly revenue as opposed to once off revenue Charge monthly retainer for services rather than per hour rate For example $1000/mth retainer including various services and onsite support Charge more than RRP as adding value that vendor can not provide

1. Business Model Value add around the core offering

1. Business Model Value add around the core offering

2. Systems for Customer Control Provide Partners with systems that give them the control to manage their customers For example: + Provisioning of new services + Support and ongoing management of accounts + Accessibility to billing information for accounts

3. Customer Provide Partners with options around customer management ongoing 1.Partner Managed: + Partner first point of contact for customer + Partner bills customer at own price + WebCentral bills Partner at discounted rate 2.WebCentral Managed: + WebCentral first point of contact for customer + WebCentral bills customer at RRP and then provides rebate to Partner

4. Build Value In Their Business Build intrinsic value in their business by creating a “ customer book ” with recurring revenue This “ customer book ” becomes an asset on its own Move away from an organisation dependent upon a few key people for revenue – what happens if those key people are not in the business?

Partnering to Sell How do you make money for your Partners? 1.Recurring revenue vs once off revenue 2.Allow Partners to have customer control 3.Provide options around ongoing customer management 4.Build assets in their business to create value

Michael Salmon Ph:

Partnering to Sell Growing Your Business Craig J. Miller Ph: Joy McKay Ph:

Partnering You can adapt by changing your organisation's relationships with other organisations through partnering. Instead of building internal capabilities you turn to partnerships and alliances. As you need to change and adapt, you change partners. Companies that know how to form and use these partnerships are displacing those that don't get it." Curtis E. Sahakian

Value Differentiate and build value in your solutions Ability to leverage each others relationship Reduce your investment and compliment your capability Increase customer loyalty Enrich your portfolio Expand your coverage

Opportunity Review existing customer relationship Identify opportunities Select key partner and complimentary offerings Build partner relationship Contracts and agreements Go to market together COMMUNICATE!

Identify What to look for in your customer base: –Disparate environment –Limited knowledge –Complex management-many vendors –Compliance issues –Little knowledge of products and programs

What’s working… Account targeting Keeping the client relationship with original owner A good contract Simple model Training Efficient and automated backend processes Combined activities

What’s changed… Before –Suspicion –Too hard –No focus Now –Find the right partner – it works –Shared success –Business growth

Takeaways Know your company’s strengths and weaknesses Pick a partner that fits Set clear goals for the partnership It takes time and dedication It works!

Partnering to Sell Growing Your Business Craig J. Miller Ph: Joy McKay Ph:

Summary Create partnerships to sell End to end solution Greater reach Extend your revenue