The document discusses a vendor proposal for channel development and management. It proposes a three stage model to provide consistent messaging and branding, develop prospects through marketing campaigns, and generate and track leads. Specifically, it details how the vendor helped EMC generate 300 qualified leads per quarter through co-branded campaigns and helped a distributor reduce marketing costs from £72,000 to £24,000 per quarter by staging consistent campaigns for 12 partners. The proposal emphasizes results-driven marketing, partner development, and an integrated approach to lead generation and management.

1. Channel Development
Vendor proposal

2. The Challenge...
Finding Incremental business Consistent solution messaging
Prospect Database development Lead to revenue tracking
Transparency of pipeline business Partner Engagement
Scheduled delivery of marketing Maximising co-op investment
Co-branding Brand loyalty and growth

3. The Opportunity....
• Tremendous scale to growth
• Skills coverage
• Reduced cost to market
• Economies of marketing scale
• Maximising Co-op Spend
Where have we done this already?>>>

4. >>>EMC MDP Programme
• Co-branded lead generation for 5 partners per quarter
– Consistent solution messaging and branding
– Central resources for lead generation
• Markit 4 double funds from $25,000 to $50,000 each quarter
– Programme offers $5,000 per reseller - Minimum impact
– Markit 4 gain agreement for extra $5K from Distributors
• Programme generated 300 leads per quarter for EMC
– 75 BANT Qualified ‘A’ or Appointments
– Lead Pipeline managed and tracked by Markit 4

5. >>>Campaign

6. >>>Distributor Client
• Markit 4 approached to help with Campaigns
– 12 Partner Campaigns per month at £2,000 each
– Individual campaigns with new design for each
• We identified issue for Distributor
– Huge impact on resources to deliver and track
– Lack of co-op funds to deliver and no partner buy-in
• Markit 4 reduced from £72,000 to £24,000 per quarter
– One campaign per partner staged over each quarter
– Consistent messaging across all 12 partners

7. Results Driven Channels
Channel Management
• Commercial and Technology focus
• Solution-led approach to marketing
• Consistent message for all partners
• Lead generation and Management
• Accountable for delivery and
results
Channel Development
• Results driven business
• Partner Development focus
• Experience and Relationships
• Well structured channel policies
• Certification Management

8. 3 Stage Channel Model

9. How we like to work....

10. Integrated Channel Management
Automated Campaigns
Detailed Lead Data
BANT Qualification
Lead Scoring

11. Who do we work with?