Falcon's Invoice Discounting: Your Path to Prosperity
Delta Overview March 2010 New Brands
1. Outsourced Services and Programs
Overview presentation May 2010
12 Feb 09 - Slide 1 Delivering outsourced services that drive revenue, lower risk and reduce costs (C) Delta International RTM Ltd
2. Delta Mission
To support our customers growth by driving revenues,
reducing the cost, risk and providing greater flexibility for
the management of IT Solution Channels
We provide a range of outsourced services and programs
delivered by an experienced, expert team that understand
both complex solutions and local market conditions globally
20 June 09 - Slide 2 Delivering outsourced services that drive revenue, lower risk and reduce costs (C) Delta International RTM Ltd
3. Delta International RTM Overview
• Delta has been delivering global channel marketing and sales
support to IT leaders since 1995 from offices in the UK and US with
a global team of directors, consultants, researchers, recruiters &
associates
• Delta’s service methodologies have been adopted throughout the
world resulting in optimised revenue producing relationships for
clients from start ups to market leaders
"We have retained Delta many times over the course of the years
with excellent results. They are clearly leaders in Business Development,
Sales Optimisation and Partner Management."
IBM Executive
20 June 09 - Slide 3 Delivering outsourced services that drive revenue, lower risk and reduce costs (C) Delta International RTM Ltd
4. Services and Programs to drive results
20 June 09 - Slide 4 Delivering outsourced services that drive revenue, lower risk and reduce costs (C) Delta International RTM Ltd
5. Proven results with market leaders
• Delta’s clients include:
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6. IT Solutions Channels experts with global capability
Austria Czech Republic China
Belgium Hungary India
Denmark Poland Japan
Finland Rumania Korea
France Russia ANZ
Germany Slovakia
Holland
Italy
Ireland
Holland
Norway
Sweden
UK Israel
Egypt Brazil
South Africa Canada
Mexico
UAE
Different markets, languages and cultures USA
Same Channel development issues
Delta has quality solutions and experienced, multi cultural resources
20 June 09 - Slide 6 Delivering outsourced services that drive revenue, lower risk and reduce costs (C) Delta International RTM Ltd
7. • Channels development is the original cornerstone of our business
Our aim is simple... to maximise your revenues by ensuring every aspect of your
channels' relationships is researched, designed, enabled and executed with
optimised effectiveness.
• All type of Partner Channels including:
Independent Software Vendors, Resellers, OEMs, ValueNets, Ecosystems, System
Integrators, Distributors, Alliance and Technology Partners.
20 June 09 - Slide 7 Delivering outsourced services that drive revenue, lower risk and reduce costs (C) Delta International RTM Ltd
8. Channel Design & Implement Channel Optimise
BEST PRACTICE You BPI Rating
Overall process
Development Support effectiveness 34% 63%
Channel Strategy Framework Programs
PLAN
Campaign
74% 71%
Planning
CRM/database 55% 68%
EXECUTE Sales Pipeline
52% 59%
Development
Prospect 41%
63%
Nurturing
Partner Partner Value Sales Closure
Partner 53% 68%
Development Plan Propositions Performance
Agreements
CLOSURE Market
Intelligence 29% 35%
Gathering
Delta’s channel design and implementation methodologies Delta BPI™ - Best Practice Index - developed from
and supporting work templates have been adopted practical experience working with hundreds of ISVs
throughout the world
20 June 09 - Slide 8 Delivering outsourced services that drive revenue, lower risk and reduce costs (C) Delta International RTM Ltd
9. Delta ValueNet™ – Structured partner ecosystem planning,
enablement, execution and measurement
ValueNet ™ Teams form repeatable solution offers that can
be customized to specific end user requirements
Business Solutions IBM
HDW
Others
ISV applications are often at the VAR ISV
ISV SP
core of the solution offers for
ValueNet ™ initiatives VAD SI
IBM Others
HDW Infrastructure Solutions
VAR ISV
RSI SP
System Integrators and
Consultants are often the
ISV ValueNet ™ hub of offers for
VAD
Infrastructure solutions
Delta International has helped IT providers build 100’s of Eight step process for building and executing
ValueNet marketing and sales plans
20 June 09 - Slide 9 Delivering outsourced services that drive revenue, lower risk and reduce costs (C) Delta International RTM Ltd
10. • Partner recruitment
All types VARs, ISVs, Alliance Partners
• Permanent Executive Recruitment
Sales, Marketing and Channels Executives
• Outsourced resources – individual or teams
Interim managers & channel sales, marketing and development teams
o Our consultants contractors have worked in the IT solution channels as
partner and marketing managers, channel managers, sales directors and
general managers
o Global and local language coverage
o Full time, part time, short term or long term contracts
20 June 09 - Slide 10 Delivering outsourced services that drive revenue, lower risk and reduce costs (C) Delta International RTM Ltd
11. Partner Recruitment
• Identifying and engaging with Partners who will be aligned
with your strategic objectives and provide the revenues you
require can be a lengthy and complex task.
• Delta has worked on many partner recruitment projects for
IT companies of all sizes worldwide – delivering quality
partners and faster time to revenues
SAS UK Ramps Up Reseller Channel Initiatives with Delta International
In a strategic step towards further strengthening its channel position, SAS UK, the market
leader in enterprise intelligence, today announced its collaboration with Delta
International, the worldwide specialist in IT solution channels
20 June 09 - Slide 11 Delivering outsourced services that drive revenue, lower risk and reduce costs (C) Delta International RTM Ltd
13. Channel Cost and Risk
Assessment
Channel Strategy Partner
Implementation Deployment
Channel Strategy Planning Partner Planning
Step 1 Channel Business Plan Partner Business Plan
PLAN Market Assessment Review Partner Business Strategy
Market Intelligence Partner Business Targets
Channel Design Partner Business Plan / ROI
Business Targets
Partner Business Plan / ROI
Partner Relationship Development
• By knowing your “Channel Cost and
Partner Enablement Program
Partner Value Proposition Effectiveness Index” you will be
Channel Operations Management
Internal Channel Team Build Partner Team Build able to:
Step 2 Allocate Team Resources Allocate Team Resources
TEAM Team Roles & Responsibilities Team Roles & Responsibilities
BUILD Team Objectives & Incentives Team Objectives & Incentives
Team Skills Development Plan
Channel Program Enablement
Team Skills Development Plan
Partner Enablement
Gain insight into how well your IT
Step 3 Internal Team Enablement Program Partner Enablement Program solution channels are really performing
ENABLE Team Development Status Partner Enablement Status
Communications Sales Enablement
Implement Channel Support Program Marketing Enablement Identify and prioritise where costs and
Develop Partner Agreements Technical Enablement
Co-Marketing Program investments should be focused in house
Step 4
Channel Program Execution
Partner Recruitment
Partner Execution
Campaign Business Plan or outsourced to deliver greatest
EXECUTE Target Partner Database Build
Target Partner Shortlisting
Campaign Targets/Metrics
Marketing Plan
performance improvement
Appointment Setting Customer Value Proposition
Partner Recruitment Campaign Collateral
Recruitment Campaign Review (KPIs) Marketing Database Build
Improvement Plan Sales Pipeline Development
Sales Nurturing Program
Sales Execution
Marketing Campaign Review
Sales & ROI Review
Customer Delivery
Channel Program Review Partner Review
Channel Business Plan Reviews Partner Business Plan Reviews
Step 5 Target (KPI) Tracking Target (KPI) Tracking
REVIEW
Partner Reviews
Channel Program Review
Channel Development Partner Development
Recommendations Recommendations
Typical Cost Assessment Headings
20 June 09 - Slide 13 Delivering outsourced services that drive revenue, lower risk and reduce costs (C) Delta International RTM Ltd
14. Services and Programs to drive results
Channels™
Flexible global sales
coverage
Outsource™
Efficient Channel
Management
20 June 09 - Slide 14 Delivering outsourced services that drive revenue, lower risk and reduce costs (C) Delta International RTM Ltd
15. Group Companies
20 June 09 - Slide 15 Delivering outsourced services that drive revenue, lower risk and reduce costs (C) Delta International RTM Ltd
16. Summary
• Structured services that are tried and tested throughout the world
• Greater revenue and flexibility, lower risk and costs
• Stable and profitable firm since 1995
• Quality client base with excellent reputation and references
• 100’s of man years of channel management experience available
globally
• Proven Channel Best Practice processes and tools that have
generated 10’s of millions of dollars of customer “delta” revenue
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17. Back Up
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18. Delta Service Matrix
Channel Processes PLAN RECRUIT ENABLE EXECUTE & MEASURE
Channel as a Service
OUTSOURCING
•DeltaBase™
•SalesFlow™
•DeltaInsights™
•DeltaAssessor™
CONSULTING •DeltaDesign™
•DeltaPlan™
•DeltaPartner™ •DeltaSkills™
•DeltaPeople™
RESOURCING
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19. Recent Projects
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