Y2G Associates can help you develop multi-channel strategies that may include OEM's, Directs, Alliances, Solution Providers and/or Mass Market distributors. More important, we help you remember who the customer is and design service options that meet channel expectations and customer needs. Y2G focuses on providing channel strategies that address the market lifecycle and include an Audit Tool, Recruiting, Governance, Management and Implementation.
Channel & Alliance Methodology
Y2G Associates Channel and Alliance Management solutions drive competitive advantages to software companies and their partners. New channels and partnerships are an efficient mechanism to move from competition to collaboration. Y2G Associates channel governance programs foster a culture for success because of our focus on the bottom line and total integration from recruiting to post-sales evaluations.
Channel and Partner Audits
Y2G Associates addresses your needs starting with initial audits of your partner and channel strategy and programs. Audits include results and recommendations in four key areas.
1) Return on Relationship - Every partner strategy must be based upon either increased sales or decreased costs. In return, vendors that fail to consider the partner’s return will likely fail.
2) Cost Savings - Effective partner programs result in increased efficiency in key business processes, including content and collateral distribution, quotation and proposal general, contract negotiation, sales and technical support, post-sale service and warranty management.
3) Competitive Advantage - Partners are a strategic and competitive asset of the company. Programs backed by key technology investments have proven to be critical to recruit and retain profitable business partners. Offering a portfolio of services to existing and prospective partners is a major differentiator.
4) Revenue Enhancement - There are three primary strategies to address revenue expansion opportunities: sell-to, sell-through and sell-with. Average revenue per partner, average order size and market share per partner are key metrics and measurements for partners and channels.
Deliverables for this audit process typically include a summary report with an evaluation and status of the current program; a list of recommendations by channel type, process and product mix; and both short-term and long-term areas of opportunity.
Partner Programs
Depending upon your requirements, Y2G Associates can re-engineer existing partner programs and/or help you build new programs. Using the latest technologies and all available resources, we work to define the objectives of each partner program and to structure the best program plan including budgets, staffing and metrics. Alliances with system integrators, technology providers, resellers, referral agents, educational institutions and OEM’s are often incorporated to minimize channel conflict, expand customer touch points and ensure reference customers from implementations. Y2G takes you through the entire process of selecting and engaging partners – from identifying potential partners, writing compelling business propositions to recruit partners; negotiating contracts; and, developing partner plans.
Deliverables for this offering include an enhanced channel and partner program, including all partner options; a governance document defining structure, cost and revenue targets, resource requirements and performance metrics; methodology for successful program implementation, partner training and certification; sample reseller, referral and technology alliance agreements; creation of legal documents and contracts; and, channel recruitment as part of business development.
Go-To-Market Strategy
Y2G Associates helps you determine the most effective and meaningful methods to reach your target customers. We start with a “road map” that aligns the key tasks to reach key customer audiences with the marketing and sales resources best suited for each. Industry verticals, prospect size, geographical boundaries and tiered levels of sales and customer support are variables taken into the evaluation and implementation of go-to-market execution. In addition, Y2G also includes plans that address lead and commission management, marketing messaging for channel recruitment; and, channel recruitment materials.
Deliverables for Go-to-Market Strategy include a go-to-market plan defining specific market segments and partners; a listing of partner opportunities based on product, geography and market segment; action items for lead generation programs, deployment recommendations to minimize channel conflict; recommended commission structures; and, development of channel recruitment materials such as presentations, applications and brochures content.
Partnership Strategies
Y2G Associates identifies each type of channel and partner required to drive increased sales and revenues. Partnership strategies include developing the relationship framework that defines partner selection, roles, responsibilities and rules. The partnering strategy is then tiered based on partner performance and/or technical and implementation services.
Deliverables include a comprehensive list of partnership opportunities; various agreement options; tiered service plans for each partner type; projected impact of the program on sales; education and training recommendations; marketing and co-development fund requirements; and, technical and post-sales support plans.
Coaching
Y2G Associates provides you with immediate experience and expertise. Our associates are fluent on the issues you face and the pressures you encounter to exact ROI from your channel strategy. Y2G works with your team to recruit partners with the objective of making your organization self-sufficient and profitable.
Coaching services result in knowledge transfer of channel management mechanics and assistance in the recruitment process of your channel and alliance management team.
Management Systems
Managing partners for the highest return is our goal. Y2G Associates can recommend and implement a suite of technologies and processes to help you automate partner management functions and achieve maximum return and performance of each of your resellers. The suite of technologies includes partner web-site development, channel governance plans, lead generation and tracking, web-based training and other self-service functions that reduce your time to profitability.
Typical deliverables include definition of management processes; software selection; administration and technical support; business intelligence, web-based training, integration to back-end sales and office applications; and, implementation and plan execution services.
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Learn more about our Tools & Services:
Competitive Performance Calculator
Channel & Alliance Management
Product Life Cycle
Product Marketing
Sales Operations
M&A Advice and Capital Raising
Professional Services
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