partner portal solutions by channelexcel

Optimizing channel sales and marketing

mktgSUITEchannel marketing made easy

Bart HulstChannelExcel

[email protected]

mailto:[email protected]


Selling through a channel• There are many technology vendors selling through a network of channel partners

today– these partners can be distributors, system integrators, resellers, retailers, agents, etc.

• There are several benefits to a partner network:– Extension of the sales force of the vendors– Tap into end users you would otherwise not reach– Increase you coverage to new regions– And many more

• In order to keep your partner network in to shape they require extensive support from you in all areas and stages of your business– Product, services, support– Installation– Sales, marketing– Logistics, returns, warranty, finance,– Etc.


Selling through a channel• But before you start utilizing a network of channel partners you need to make

sure you have a solid Channel Strategy– Align your internal organisation

• Align your organisation to avoid internal competition and conflict

– Define your go to market model • Which channel partners will be part of your partner network• Which end customers will the customer facing partners serve

– How will you help your partners market – sell – support your product or service• What tools do your partners need• What benefits will you offer your partners• What are your requirements of the partners

– How will you recruit partners and train them– Accelerate and manage your partner network

mktgSUITE can help you support, recruit, train, accelerate and manage your partner network more effectively and efficiently


Current Partner Managementis often based on inefficient, offline support

• Call center or support team• Limited availability (8x5)• Difficult to reach (voicemails)• Delay in response• Inefficient


Partner Management should beavailable online at any time and business focussed

• 24x7 availability• Content, tools, applications• Direct response• Multi lingual• Standardisation• Segmentation• Business focussed• Efficient


mktgSUITE Partner Portal channel marketing made easy

mktgSUITE


Communication

Partners Content

Applications

mktgSUITE Partner Portal channel marketing made easy


PartnersmktgSUITE

• Your business contacts can be partners, suppliers, press, agents, distributors and can even include prospects and customers.

• Each partner group has a different information requirement and your services might be segmented per partner group as well.

• mktgSUITE offers– Registration– Segmentation – Access control


ContentmktgSUITE• Your extensive library of content should be available to your partners

24x7

• Content availability can be managed through Role Based Access Control

• Content Management Systems includes versioning, document type and language indicator, document start and expiration date

– Product information• Description, datasheets, images, user guide, presentation, installation instructions

– Sales information• Presentations, sales guides, product advisors

– Marketing information• Logo’s and guidelines, Case studies, white papers, ads, templates, banners,

– Other information


ApplicationsmktgSUITE• Enhance your partner support by adding different applications for

better sales support, marketing support etc.

– Advanced search option with download management– Product and/or solution advisors

• Help your partners select the right product/solution

– Collateral builder• Partners can co-brand marketing collateral and download for print or email with optional

print-on-demand support

– Knowledge base– Promotions and Event calendar with registration option– Marketing budget (MDF/Coop) management

• Manage approval processes and visibility in ROI

– Include custom web pages– And more...


CommunicationmktgSUITE• The value of your content can only be experienced by your partners

when they are aware of your content – on an ongoing basis.

• mktgSUITE includes several options to communicate with your partners

– Homepage banners• Easy to customize

– News items and PR content• Either upload your own news items or link to a news feed

– Newsletters and email marketing• Template based email marketing including statistics and opt-out management

– Customer surveys


GeneralmktgSUITE

• Modular design which means you only choose the functionality you need

– Multi-language platform• Support for up to 26 languages

– US, EMEA and APAC enabled– Custom web pages– Automated translation of custom content– Extensive reporting– Extensive management system with user friendly interface

• Role based access controls allow for regional administrators


mktgSUITEa more detailed overview

• Contact management– Multi level Access control

• Content management– Multi media management– Extensive search– Download manager

• Marketing– MDF/Coop management– Email marketing– Newsletter marketing– Brand marketing– Co brand collateral– News/PR feeds– Survey support– Event management

• Training and Education– Partner training and e-learning

• Sales– Solution Advisor– Campaign management– Incentive/Promotional calendar– Partner finder

• Services– Page builder– Application Integration– International support– Reporting

• ...on the roadmap– Print on demand– Forum integration– Social Media– Team Talk– Advanced Partner Locator


mktgSUITEin action

• mktgSUITE is Proven– Longest solution running for over 5 years

• mktgSUITE is Scalable– Largest implementation is 18.000 contacts

• mktgSUITE is a Hosted Solution– No need for additional hardware and services for you

• mktgSUITE in action:– Plantronics (EMEA & APAC)– Altec Lansing (EMEA & APAC)– Lexar (GLOBAL)– Funai (FR)– Numara (GLOBAL)


mktgSUITEin action



ChannelExcel

Bart Hulst

Phone: +31 6 [email protected] us at www.channelexcel.comRequest a demo at www.channelexcel.com/requestdemo

mailto:[email protected]

http://www.channelexcel.com/

http://www.channelexcel.com/requestdemo

http://www.channelexcel.com/requestdemo/