JSG Consulting is a management consulting firm focusing on improving performance in three areas for our clients: Leadership, Teamwork and Organizational Culture. In these areas we work to identify and mitigate risk, release potential and accelerate effectiveness. Our mission is to strengthen the connection between business strategy, leadership and organizational culture. We bring extensive understanding of business, behavior and the process of change to the table. Our values driven approach is based on caring. We care about our customers, about each other, about the human factor and about results. Learn how we can help you today!

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JS Group
CHANNEL CONSULTING
Company Overview
OCTOBER 14, 2019

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Contents
Company
Overview
 About JS Group (JSG)
 Mission, Vision, Values
 Practice Areas
 Client Examples
 Leadership Team
 Channel Evolution
 Sales Enablement
 Strategic Planning
 Channel Marketing
 Talent Development
Consulting
Services
 Channel Program Creation/Evolution
 Channel Framework Development
 Channel Process Optimization
 Channel Influencer Programs
 Market Development Funds
Examples of Prior
Client Engagements

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 About JS Group (JSG)
 Mission, Vision, Values
 Practice Areas
 Client Examples
 Leadership Team
Company Overview

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JSG helps technology clients capitalize on market opportunities by
delivering distinct channel evolution expertise and operationalizing
channel frameworks (including partner recruiting and on-boarding).
We’ve built and evolved channel programs for leading tech firms
across IoT, Cloud, Mobility, Networking, Unified Communications,
Telco, Computing, Security, and other advanced technologies.
Our clients span the technology continuum from tech vendors,
alliance and channel partners, system integrators and distributors,
to agents, MSP’s and strategic service providers.
We enjoy a reputation for our industry thought leadership,
channel expertise, action-oriented approach, and programs
that drive revenue-, margin-, and market-share growth.
75% of the world’s business is delivered
via indirect channels - we are experts in
creating winning channel strategies
1. About JS Group (JSG)

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2. JSG Business Principles
VALUES
Customers first. Focus on outcomes. Honor
commitments. Be accountable. Keep it simple.
MISSION
JSG aspires to be the global thought
leader in channel business model
development and evolution
VISION
JSG optimizes clients’ investments in
indirect routes to market by creating
world-class channel assets

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3. JSG Practice Areas
We create healthy channels by deploying
programs and services across three key
foundational business disciplines
 Business Transformation
 Market Optimization
 Organizational Evolution
We calibrate all engagements against industry benchmarks and best
practices, backed up by deep expertise and comprehensive research.
Our practice can best be summed up by our tagline:
Ctrl. Alt. Compete.
conduct audits, perform
gap analysis, determine
relevant metrics & KPI’s
alternate/change status quo
align strategy and tactics with
desired results
evolve strategy, provide
coaching, execute plans,
measure effectiveness

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IOT – Cloud
Mobility - Edge/Fog
Networking - Unified Comms
Data Analytics - Computing
Security - Storage
‘X’-aaS - Telco
Our clients span the globe geographically and the tech spectrum in terms of
vertical segments as well as their route-to-market business model type
Vendors - Distributors - VAR’s
Affiliates, Alliances, Referrals
Strategic Solution Providers
Managed Service Providers
Direct Market Resellers
(Master) Agents
North America
Latin America
Europe
Middle East
Africa
Asia-Pacific
BUSINESS MODELSVERTICAL SEGMENTS GLOBAL COVERAGE
4. JSG Clients

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We have created channel programs for leading tech firms, mid-sized vendors,
distributors, and industry associations – below are a few of our engagements
4. Client Examples

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JSG fields a highly experienced consulting team with deep channel expertise
We are a diverse, multi-lingual, woman-owned, small business consultancy.
5. Leadership Team
Bill Hooper
Agent Channels
Dominick DeMark
New Business Director
Ashlyn Szilva
Data Analytics & Research
Joe Federico
New Media Marketing
June Gabel
Project Manager
Janet Schijns
CEO and Founder
Roy Schijns
Managing Partner
Barb Goworowski
VP Marketing Solutions
Will Harris
VP Sales Training
Ben Blackburn
VP Business Agility
Thom DeVos
VP Client Services
Michelle McBain
VP Global GTM Programs
Regina Ciardiello
Director of PR
Steve Chadwick
Director of Branding

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5. Our founder is a channel visionary
Janet has established an unmatched track record of
driving share, revenue, and margin for her clients.
Her entrepreneurial background and corporate
experiences enable Janet to deliver bottom-line
results in today’s complex business environment.
Janet is a celebrated and dynamic keynote speaker,
a visionary in technology trends, and an expert in
go-to-market innovations.
Earlier this year, Janet was named ‘2019 Channel
Influencer of the Year’ by Channel Partners. She
was also selected as a member of ‘Brand 50’ (the
top 50 global branding experts).
Janet Schijns is a world-renowned
go-to-market expert and three-time
5-star channel program award winner
Motorola | Verizon | Cisco
Channel Partners Magazine cover, April 2019

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 Channel Evolution
 Sales Enablement
 Strategic Planning
 Channel Marketing
 Talent Development
Consulting Services

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Channel
Evolution
Our practice is aimed at improving
channel effectiveness for clients
who increasingly depend on indirect
go-to-market success.
Sales
Enablement
Sales$marts™ is our Consultative
Selling Process, which facilitates the
shift from product-centric selling to a
solutions-based selling orientation.
Strategic
Planning
We offer a highly adaptable approach
called Market Action Planning (MAP),
driving actionable decisions which can
be adjusted at market speed.
Channel
Marketing
JSG offers Brand Positioning, Social
Media & Digital Marketing Services,
MDF Benefits Development, and a
portfolio of Design Services
Talent
Development
JSG offers an integrated life-cycle
talent management solution for
your organization:
Attract | Develop | Retain
JSG Consulting Services

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Complexity caused by tech innovation, emerging revenue models,
hyper specialization, global competition, and evolving channel models.
Our practice is aimed at improving effectiveness in B2B/B2C channels
for firms who increasingly depend on indirect go-to-market success.
We create new channel programs and evolve existing ones, providing
a wide range of services, including channel strategy and framework
development (from inception through program launch); partner
targeting, recruitment and on-boarding; demand generation; sales
prospecting; MDF package creation; channel ops, and governance.
Channel Evolution
We deploy channel growth strategies to help our
clients navigate through unparalleled complexity
Channel
Evolution

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PLAN RECRUIT ONBOARD ENGAGE MEASURE
Channel
Sales
Channel Revenue Goals Target Partner Profiles Partner Asssessment Business Plan Mgmt. Partner KPIs Scorecard
Partner Goals Recruitment Goals Partner Sales Enablement Opportunity Mgmt. Forecast Management
Partner Compensation Recruitment Training Partner Deal Support Partner Sales Support Pipeline Management
Internal Sales Compensation Qualify Partners Partner Management Performance Mgmt. Revenue Management
Internal Quota/Goal Reporting Report on Partners Signed Partner Plan Development Channel Conflict Mgmt. Lead Results
Channel
Marketing
Partner Profiles Indirect Value Prop Partner Site Demand Strategy Marketing KPIs/Dashboard
Channel Demand Plans Channel Awareness Partner Marketing Materials To-Partner Marketing Marketing Performance
Communications - Quarterly Partner Messaging Partner Training Materials Through-Partner Marketing Marketing ROI Reporting
Incentives Strategy Partner Landing Page Partner Certification For-Partner Marketing Partner Satisfaction
Partner Experience - CAM Recruitment Materials Partner Product Materials Partner Demand Center Indirect Customer Satisfaction
Partner Loyalty Recruitment Campaigns Partner Logo Partner Portal/Locator Partner MDF Results
Channel
Operations
Channel Readiness Partner Agreement Partner Data Process/Mgt Monthly Performance Data Channel Profitability
Capacity Planning Review Partner Applications Enablement Delivery Mgt QBR Management Channel Reporting & Analysis
Coverage and Competencies Track Partner Sign Ups Partner Certification Process Revenue Process Mgmt. Predictive Analytics
Program Strategy/Design Report on Partners Signed Partner Lifecycle Support Incentives Management Deal Governance
Systems / Technology Partner Tracking Partner Collaboration Revenue Process Mgmt. Channel Governance
Below are examples of deliverables we create for our
clients as part of full life-cycle channel engagements
CHANNEL FRAMEWORK DEVELOPMENT LIFE-CYCLE
CHANNELDISCIPLINES
Channel Evolution
Channel
Evolution

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Sales$marts™, our Consultative Selling Process, facilitates the
shift from a product to solutions-centric sales orientation.
Our sales enablement programs are targeted at individual
contributors and sales managers (research shows that sales
management represents the single biggest lever on results).
We have delivered our sales enablement programs to over
1,500 participants, averaging 40% sales growth at 75x ROI.
Sales Enablement
Sales enablement strategies and consultative
selling programs that yield lasting results
Sales
Enablement

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We believe it’s because the process is broken. Strategic planning tends
to be an annual exercise resulting in static plans which do not allow for
real-time decision-making.
Instead, we offer an adaptable approach, emphasizing actionable
choices which can be implemented at market speed. We call it
Market Action Planning™(MAP)
MAP enables our clients to take full advantage of changing market
conditions, through a series of tactical maneuvers we will co-develop.
Following intake calls, we spend two days in a focused session, where
we conduct a health check of every element in your business.
The outcome is a nimble go-to-market plan which drives near-term
results, alongside a robust platform for sustained profitable growth.
Strategic Planning
Why do so many firms fail to
properly plan their strategy?
Strategic
Planning

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We offer distinct channel marketing solutions to help increase our
clients’ return on marketing spend and improve demand generation
Brand Positioning
• value proposition and brand position
development for solutions portfolios
• production-ready collateral creation,
including partner portal & microsites
Design Services
• design solutions ensure that all materials
have a look and feel consistent with your
brand message and value proposition
 design concept development
 content ideation and creation
 edits to client-provided materials
Channel Marketing
Social Media & Digital Marketing
• executive social media management (create and
post persona-specific messages, replies, articles)
• choice of social media platforms, with persona
specific content calendar delivered monthly
MDF Benefits Development
• determine optimal benefits for your channel community
• high-impact MDF program benefits for your partner
universe based on qualitative and quantitative metrics
Channel
Marketing
Demand Generation Campaigns
• channel-specific prospecting campaigns

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1 Attract & Hire
identify talent to deliver sustained performance,
provide a dynamic framework for recruiting, hiring,
and retaining best-in-class talent
2 Deploy & Optimize
extensive follow up and performance remediation to
ensure value delivery, plus executive vetting services
for leadership positions
​3 Develop & Retain
commitment to deliver strategic direction and growth
goals consistent with talent development roadmaps
Talent Development
Comprehensive full life-cycle
talent management solutions
Talent
Development

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 Channel Program Creation & Evolution
 Channel Framework Development and
Program Launch (incl. Recruitment)
 Channel Process Optimization
 Channel Influencer Programs
 Market Development Funds
(MDF) Programs
Examples of Prior Engagements

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Partner Program (Global Wireless Carrier)
 Ground-up recreation of indirect
routes to market
 71% annualized revenue increase
in 12 months post program launch
 22% NPS increase during first six
months post-launch
 Churn reduced by 310 basis points
CHANNEL PROGRAM CREATION & EVOLUTION

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Vendor Strategy and Program Development (Tier 1 Telco)
 Global program reduced program
costs by over $2M per year
 18% reduction in partners with 41%
increase in sales revenue
 Cost of channels reduction 14%
CHANNEL PROGRAM CREATION & EVOLUTION

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Partner Program Evolution (Application Delivery Networking Firm)
 Streamlined vendor’s indirect channel
framework from 7 disparate programs
into one global unified program
 Created flexible channel program which
empowered shift from transactional to
‘as-as-service’ business
 Evolved traditional medal tiers into a more
progressive points-based system to drive
appropriate partner behavior in line with
overall strategy
CHANNEL PROGRAM CREATION & EVOLUTION

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Channel Program Guide Creation (UCaaS Provider)
Program Frameworks & Portals

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Partner Portal Microsite Development (IOT Company)
 Simplified multi-touch high-cost
service model to a low-touch
integrated channel operations
motion
 Created partner microsite and
portal inclusive of content, design,
and partner recruiting logic
Program Frameworks & Portals

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Operational Excellence
Favorable Margin Impact: $20 Million
Cost of Channels
Margin Impact: 6-8% GM Enhancement
Scope: six-month engagement to optimize
enterprise channel portfolio management
process for large telecom client
 Adapted corporate Lean Six Sigma
methodology and framework
 Accelerated partner onboarding cycle times
 Product Selection Prioritization and “Fit” for
Partner Program
 Partner Learning Program Optimization
(curricula and delivery)
 Aligned Incumbent NPS Scoring for Partner
CSAT Requirements
Scope: financial justification of routes to
market for diverse product suites of large
mobile computing solutions client
 Product Suite alignment for by Channel Type
 Gross margin Impact on Channel Migration
for radio-based legacy products
 Contribution Margin impact scenarios (OPEX
analysis for Channel vs. Direct)
 Assess the Viability of VAR channel for Radio
Product Suite
 Go/ No Go for Integrating Mobile Computing
into Radio Programs
Channel Process Optimization

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Channel Influencer Programs
Program Examples
1. Intel Program with Cray super computers,
enticing partners to utilize Cray hyper-
compute versus OEM cluster compute
2. Motorola Influencer Program through
AT&T, aimed at driving adoption and
sales of Motorola Network Protocols
through AT&T channel partners
3. Verizon Influencer Program for multiple
Vendors, leveraging Verizon’s channel to
drive sales of Security, Cloud, Network
Intelligence, and Analytics solutions
Channel Influencer Program Vendor Carrier / OEM Channel Influencer Impact
Cloud Vendor
Security Vendor
Analytics Vendor
Network Intel
Captured 20 points of hyper-compute
market share via indirect channel
Closed 108 new enterprise deals via
agent channel first 90 days of program
Increased pass-through and bill-on-
behalf revenues by 61% year one

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Market Development Funds
MDF Program Development
 MDF Program Development
including MDF Benefits and
creation of MDF Guide
 Financial Modeling of MDF
Benefits to ensure MDF ROI
 Pre-Approved MDF package
development to expedite
channel access to funds and
approved initiatives

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Contact Info
twitter.com/jsgnow
908-566-7241
www.jsgnow.com
royschijns@jsgnow.com
facebook.com/jsgnow/
linkedin.com/company/jsgnow

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JS Group
CHANNEL CONSULTING
WWW.JSGNOW.COM
CTRL. ALT. COMPETE.
JSG LOCATIONS
BALTIMORE, MD
BOSTON, MA
DELRAY BEACH, FL (HQ)
CHICAGO, IL
NEW YORK, NY