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Smart partner services

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Services for your partner development.

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Smart partner services

  1. 1. Smart Partner Development
  2. 2. Lemon Strategy Implementation Consolidation Timelines Lemon 2
  3. 3. Lemon Strategy Implementation Consolidation Timelines We develop your current partners or We recruit new partners and We manage them for you In 2011, the partners we have recruited will bring €70M to our Clients 3
  4. 4. Lemon Strategy Implementation Consolidation Timelines Start anywhere End everywhere 15 Client Executives across EMEA + central Sales Center team in Barcelona 4
  5. 5. Lemon Strategy Implementation Consolidation Timelines 3 vitamins to help you grow Business Strategy Long term growth Sales Growth Partner Partner Recruitment Development Mid term growth Short term growth 5
  6. 6. Lemon Strategy Implementation Consolidation Timelines Business Partner Partner Strategy Recruitment Development Business & B to B Sales Intelligence Channel Assessment Discovery Channel Framework B to C Sales Toolbox Design Channel Management OEMs/VARs/Integrators/ Partner DB Training Resellers/Retailers Profiling Channel Management Alternative Channels Sales Generation Coaching (Vertical Channel) Flat Fee + Recruitment Flat Fee + Revenue Flat Fee based commission based commission 6
  7. 7. Lemon Strategy Implementation Consolidation Timelines Distribution Framework Set up or validate relevant channel strategy Define contractual framework Channel Marketing strategy Business Strategy Training Channel Management training for IT Vendors Cloud Computing Transformation Lab for VARs 200 Companies trained in 2010 across EMEA Benchmarking / Coaching Channel Performance benchmarking Channel Management coaching Channel Capability Enhancement 7
  8. 8. Lemon Strategy Implementation Consolidation Timelines Channel Startup Recruitment of an initial set of partners to test the indirect model and value the Company Recruitment of limited and dedicated partners to Partner expand international presence Recruitment Channel Expansion Recruit channel partners that will facilitate business diversification (VOIP/IT, Licence/SaaS, Large Enterprise/SMB,...) Grow the business in emerging geographies Alternative Channel Identify and recruit new categories of partners, especially for Cloud Computing (Vertical Channel, Back-end/Front-end partnership, Hubbing,...) 8
  9. 9. Lemon Strategy Implementation Consolidation Timelines Sales Intelligence Set up Senior Sales Consultant Profile Identify programmable business rules and data needed to detect sales opportunities Partner Design and set up required sales tools Development Database Profiling Profiler (sales hunter profile) Traces each partner customer database to obtain specific information to build an intelligent and vertical CRM Sales Generation Tele Account Manager (sales farmer profile) CRM qualifies leads applying business rules and assigning an specific quotation and sales person Sales Person follow-up opportunities and close sales 9
  10. 10. Lemon Strategy Implementation Consolidation Timelines Cloudy Channels Business & Strategic Expertise Specific Channel Framework Dedicated Channel Training Compliant Partners Identification & Recruitment Delivery Platform 10
  11. 11. Lemon Strategy Implementation Consolidation Timelines References for SaaS and Cloud companies Develop SaaS partner businesses in several European countries EMEA Cloud partner strategy definition European expansion into large accounts Recruit sales agents for SMB markets Launch new Smart Office package Sales development of Cloud systems 11
  12. 12. Lemon Strategy Implementation Consolidation Timelines Other customer references Business Strategy Partner Development Partner Development 12
  13. 13. Amsterdam – Barcelona – Bristol – Madrid – Milano – München – Paris

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