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S C P003 Kuruganti 091707
- 1. Adoption Strategies for Channel Success Kurt Shaver, GFI Software Brett Strauss, Media Defined Sales: Channel & Partner Management
- 3. Kurt Shaver General Manager, Americas [email_address]
- 9. 2. Drive higher deal registrations Submitted since May 151 Qualified since May 97 (64%) Avg $ of Qualified $7.62K* * More than double average sale Slow start, but we tweaked the program to improve performance
- 10. 3. Better track sales and forecast business First time ever….forecast visibility summary reports avg 52.482 $4,520,750.73 $8,793,160.17 Grand Totals (6,212 records) avg 62.198 $357,169.58 $396,855.09 Stage: Commitment to Buy - 90% (187 records) avg 47.829 $1,987,292.09 $2,649,722.78 Stage: Renewal 75% (4,856 records) avg 77.249 $1,070,691.03 $1,784,485.05 Stage: Formal Quotation - 60% (338 records) avg 92.175 $626,357.16 $1,565,892.91 Stage: Identify Needs & Budget - 40% (206 records) avg 59.245 $479,240.87 $2,396,204.34 Stage: Qualified an Opportunity - 20% (625 records) Age Expected Revenue Amount
- 12. 4. Define clear and concise channel program and process help Clear communication Clear help Leads are qualified
- 13. Brett Strauss President [email_address]
- 17. Want more information on how you can create killer training and certification solutions for your partners? Brett Strauss President [email_address]
- 18. GFI channel program in action A day in the life….
- 23. Kurt Shaver General Manager, Americas Brett Strauss President QUESTION & ANSWER SESSION