Welcome to compuBase

UK compuBase Partner Day ! 

The Data

The largest ICT partner database in Europe 120 000 companies profiled in Europe

• All in the ICT industry• Resale: 61 000 companies• IT Services & Integration: 84 000 companies• ISV: 28 000 companies• Manufacturers: 8900 companies• 226 000 contact names 60 % with direct email address• 20 countries covered today for Channel: A, B, CH, CZ, D, DK, E,

H, F, FIN, I, IRL, L, N, NL, S, P, PL, UK, RU.• Countries to come in 2007 SLO, SVO, RSA, Maghreb….

5 500 distributors in EMEA• 60 countries

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VendorsMarketing partnersand compuBase

Why the Vendors needs Marketing Partners?

A vendor is successful if:

He is business focused. He can quickly react and is adaptable to market changes. He can measure ROI.

Marketing Partners provide them:

Adaptable and reactive teams. Strong Know-How in Marketing / Channel / CRM. Lines of budget instead of permanent costs. Transversal experiences and best practices.

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And compuBase needs partners too.

Why? To have the local / and the client understanding. To integrate our solutions.

What is our goal?Create a European IT & Telecoms Channel Marketing eco-systemWith: A network of strong IT Channel experienced agencies. compuBase as the favourite data provider of channel data. compuBase as a provider of “ready to integrate solutions” that

the marketing partner will integrate in its own services.

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Our marketing partners

compuBase works with 90 agencies in UK, France, Germany, USA…

Different types of agencies: List Brokers

mailing & telemarketing files IT Communication & Media Agencies

mailing marketing files Mass Marketing operation

Specialised IT marketing agencies: Files for partner recruitment Lead generation Analysis

Market Research Companies (Consulting) Analysis, Statistics Activity segmentation Market studies

compuBase has a dedicated team to support them.compuBase 2003 10

compuBase is just a part of the solution together we are the solution

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MarketingCommunicatio

nIT - CRM Indirect sales

Data Offers

OffersWeb

based system

Updatesincluded

One shot mailing

Telemar-keting

operation

Many mailings on the same

target

Many mailings on differents

targets

Data to built or

enrich the Partner

database

Data to feed the

CRM systems

Rent No No ● ●

Data purchase No No ● ● ● ●

Data & Web Yes Yes ● ●

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Data offers: Built to be adapted from an emerging company to a well established leader.

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The one use targeted file

Rental : Addresses/fax/email

• Company name• 1 contact (chosen position)• Full address or Fax number or e-mail address

Benefits:• Adapted for punctual mass marketing operations• Can easily reach a large number of companies

Our Range of Products

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Direct Marketing on a specific target

Basic Module

• Company name• Address• Contact name (chosen position)• Job title• Telephone number• Complementary module available

Benefits:• Can be integrated into your clients' database• Unlimited access of data• Solution tailored for both telemarketing and mailing campaigns

Our Range of Products

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Multi-Channel Direct Marketing

Advanced Module

• Company name• Address• Phone number• Fax number• Company e-mail

Benefits

• Depth of information adapted to your clients’ needs• Import data in your clients’ database

• Website• Contact name• Job title• Personalised e-mail• Complementary modules

available

Our Range of Products

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Our Range of Products

Recruit new partners & enhance the knowledge of your clients’ channel

Full Profile: Pro Solution

• Marketing Information (Company name, address, telephone…)• Activity (Main activity, freetext, list of detailed activities)• Modules (TO & number of employees, Company information,

Telecommunication Hardware & software…)• Options…

Available in 3 Formulas (Data Only, Web Credit, Data & Web)

Benefits:• Up to Date Marketing & Sales information• Import the data in your clients’ database• Information available online

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Our Range of ProductsAnalysis on your clients’ channel

Full Profile: Expert solution

Same as Pro Profile plus:• Vendor’s Accreditation & distributor used as a provider.• Split of revenue in % and turn over by:

Available in 3 Formulas (Data Only, Web Credit, Data & Web)

Benefits:• Online export of:

Files for your clients’ direct marketing campaign Data for integration and analysis

• Complete profile of a company• Accurate and up-to-date information• Import data in your clients’ database

Discounts for agencies

compuBase Services Agency Discount

Data 15 %

Data + Subscription 25 % on 1st data purchase

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Range of Services

Channel Mapping: Studying the strengths and weaknesses of vendor’s distribution network by comparing it to competitors’ networks or with potential targets.

Channel Ranking: Find the revenue for a product category for each reseller selling this category of product. Used collected data & models.

Channel Scoring: After a Ranking, benchmark the revenue with your own sales, find vendor’s Share Of Wallet. Using Mapping results create score cards.

Part 2 – IT Channel Services

Channel Mapping

Channel Mapping Q&A - I

Why vendors need it? To understand their position against the targeted

market or competition.What it is? How it is delivered? A report of 60 pages comparing the brand’s position

against the targeted market and 6 direct competitors.What type of vendors need it? Vendors having a large and complex indirect channelWho buy it? Country or EMEA Marketing Managers.How long to get the report? 6 weeks.

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Channel Mapping Q&A - II

What benefits a vendor gets from a Channel Mapping? He will know where are the weak points and strengths of its

network.• Vs Market• Vs competition

Vendors may reduce full profiles data purchase focusing on top partners.

From client perspective what benefits an agency gets selling Channel Mapping

It will underline the problems to solve. It will justify with figures the new channel marketing programs ROI will be measurable. It will put the agency in the centre of marketing strategy.

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Channel Mapping Q&A - III

What an agency has to do? Sell the idea to the client Select with compuBase the main dataset and

competitors to study.

What compuBase does? Run the analysis and generate a 60 pages report.

• As a report in Word format, where the agency will add its own analysis and comments.

Or• As a printed report ready to be delivered to the

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Channel Mapping Q&A - IV

How much does it cost? Between 20K€ to 25 K€ by product / country

depending on market size (volume of partner in the dataset).

Agencies discount? 15 % if compubase delivers a ready to go report. 40 % if you add your own analysis to the reports.

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Channel Ranking & Scoring

Channel Ranking Q&A - I

Why vendors need it? To find who are the top partner in revenue for its

category of product.What it is? How it is delivered? An Excel report will all companies reselling the

vendor’s product with various strategic information such as:• Partner Business model• Partners total revenue• Partner revenue with the product in %• Partner revenue with the product in turn over…

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Channel Ranking Q&A - II

What type of vendors need it? All vendors having an one tier / two tier business

model.Who buy it? Country or EMEA Indirect Sales Managers.How long to get the report? 6 weekWhat benefits a vendor gets from a Channel

Mapping? He will know who are the partner to recruit. Focusing on top partners will save 75 % of its energy

(ressource & time) to achieve the same results.compuBase 2003 27

Channel Ranking Q&A - III

What compuBase does? Run the analysis and generate the excel report.

How compuBase does it? We work with existing data and models. Models are elaborated thanks to the 100 000 partner

profile database.

Why the delay is 6 weeks? After analysis compuBase run a quality insurance

program to check by telephone the results for top 100 companies.

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Channel Scoring Q&A - IV

What is the Channel Scoring It is a complement to the ranking where we will find the

SOW (Share Of Wallet) per partner. Prerequisites:

• The vendors has this information (from distributor reports)

• We match compubase records vs. vendors records.

What are the vendor benefits? He will get not only the top resellers but what to do with

each reseller. Using Channel Mapping information, and vendors priorities

we will create Score cards per resellers.

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Channel Ranking Q&A - V

How much does it cost? For Ranking between 18.5 € to 22.5 K€ by product /

country depending on market size (volume of partner in the dataset).

For Ranking and Scoring between 20 € to 25 K€ by product / country depending on market size (volume of partner in the dataset).

How much does the agency get? 25 % discount

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Scoring Deliverable

Scoring

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Columns Information

Company Main business modelReselling to enterprises (hardware, software & services & assemblers)

Company Scoring Revenue Strategic PartnerCompany Product Sensitivity SensitiveLexmark Sell Out YesMedian Estimated Revenue Colour laser in K€ 1063Lexmark revenue with partner in K€ 150Lexmark Share of market in % 14%Lexmark Market to gain in K€ 913Market to gain, Ranking # 31Lexmark Market Share MediumLexmark Action to do To StrengthRevenue score card + 12SME score card + 5Linux score card + 1Internet score card + 2Total Score card + 20

Score card, Ranking # 48

The data shown do not represent real figures or client case

How compuBase helps you to do more business!

Marketing cooperation

Europe & MEA ICT Distribution Guide Promotes your company to top manager vendors Is sent to 500 Top EMEA Channel & Marketing Managers.

www.compubase.net Promote your company and know how into compuBase

website.

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Marketing cooperation

Add to your website a counting system at your colors!

Add a “white box” compuBase counting system to your website.

Brand it to your name. Help your client to do their targeting.

And receive leads directly into your email box!

Receive the lead from IT vendors. And the target they want!

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Questions / Answers

Thanks for your attention!

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