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New One-Day Workshop –
Channel Growth Outside the Base
Target Audience: Vendor Channel personnel, Channel Partners – Senior Management
Program Running Time: Full Day – 9:00am – 5:00pm
Pre-Read: One-day workshop includes pre-read and access to ChannelCorp Intelligence.
Complements: Channel Management: the business dynamic and the Advanced Channels Workshop
Program Description
75–85% of most vendor partners’ revenue in 2008 will come from their installed base. Simply put,
revenue from the installed base is the cheapest, fastest, most profitable revenue available to a business.
But what do you do as a vendor or a partner when your business needs to grow outside the confines of your installed base? What happens when you need to add new customers and/or new vertical markets? What happens when you need to add new products and/or new technologies? What do you do when growth outside the base requires you to transform your partner’s business models from product-centric to service-centric to solution-centric? Based on three years of proprietary research, the session is designed to provide both a partner and a vendor perspective on successful growth outside the base. The morning session focuses on partner issues; the afternoon session focuses on issues of vendors.
Program Agenda:
| Partner Issues : Successful Growth Outside the Base | |
Morning session : 9:00am – noon
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| Module 1 | Transitions on three dimensions will provide attendees with high level guidance and strategic focus to direct partners 2008 growth, investment and profit.
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| Module 2 | Planning Partner Growth will focus attendees on partner investment, activity and results growth. The questions of why to grow, what to grow and how to grow will be addressed.
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| Module 3 | Secure the Base to Finance Growth examines key strategies that partners can use to secure and grow their installed base. An installed base that reliably generates cash flow can finance investment outside the base. Module three focuses on increasing transaction size, increasing transaction yield through product and service attach, and expanding the service business through make and buy strategies.
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| Module 4 | Investment framework for Successful Growth Outside the Base presents a strategic and investment framework to generate partner growth. The issues of financing growth and sources and uses of cash during growth will be addressed.
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| Module 5 | Successful Growth Outside of the Base examines how to grow a partner by selling new products/services, by selling to new clients/markets, or by doing both at the same time. This module focuses on the investment and cash flow issues of growth outside of the base. The module also examines issues of verticalization and business model transition as well as the use of vendor programs to reduce expenses.
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| Module 6 | The Strategic "To Do" List provides partner attendees with a current list of what to look for and how to proceed when they return to their businesses.
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| Vendor Issues : Successful Growth Outside the Base | |
Afternoon session : 1:00pm – 5:00pm
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| Module 7 | Framing the Vendor Problem provides attendees with critical insights into the nature of the vendor’s problems with growth outside of their customer base and their partner base.
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| Module 8 | Expanding Functionality of Existing Partners examines the strategic options that vendors have when attempting to encourage partners to expand outside of their installed base.
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| Module 9 | Cleaning Up Dysfunctional Channels focuses on the potential requirement to remove channel capacity from a vendor’s channel prior to adding new partners targeted at new customers.
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| Module 10 | Acquiring Functionality of New Partners presents a strategic and investment framework for the acquisition of new channel functionality from new channel partners.
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| Module 11 | Channel Strength Through Structure presents the key channel strategy and program challenges that must be met by partner channel professionals if they hope to successfully grow outside of the base. Issues of market coverage, product marketing, channel marketing,
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| Module 12 | Ecosystem Development will focus attendees on the requirement to ensure that appropriate ecosystem stimulation activities take place in support of growth into markets outside of the vendor’s base.
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| Module 13 | The Strategic “To Do” List provides attendees with a current list of what to look for and where to proceed when they return to their vendor organizations.
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