In an effort to reduce costs and boost sales, you enter 2017 under the gun to deliver even more business growth from your Channel Partners. But simply adding more partners won’t do the trick. The challenge: Your buyers have changed, no longer responding to the same old channel rep pitch. Your channel partners need to be enabled anew to: Give a reason for buyers to see them earlier in the decision making process (where 76% of deals are won/ lost), not just when an order needs to be placed Sell to business leaders (now controlling >50% of decisions), not just technical buyers Have a provocative conversation about business value (to shake up the 61% of deals stuck at status quo), versus features and price Deliver a financial business case (required by 95% of decision makers), not just an architecture and proposal. It’s pretty clear. In order to meet your 2017 channel growth goals, you have to do differently, and new value selling tools and skills could just be the trick to help you to close the gap to channel sales effectiveness. Tom Pisello, CEO / Founder of Alinean discusses the latest research on Channel growth challenges, and provide straightforward examples of how companies are driving their worldwide partner programs to greater success.

1. Copyright © 2001-2017 Alinean, Inc.
Hit Your Channel Sales Goals with
ROI Selling
1
Tom Pisello
tom@alinean.com
@tpisello
@AlineanROI
http://www.alinean.com

2. Copyright © 2001-2017 Alinean, Inc.
Channels are important to sales success…
2
Did you know …
or more of revenue
through indirect
channels for 71% of
surveyed companies
(2112 Group)
or more of revenue
through indirect
channels for 50% of
surveyed companies
(2112 Group)
revenue growth from
channel which is greater
than overall industry
growth (Duke Fuqua School of
Business)
>60%>40%
15%

3. Copyright © 2001-2017 Alinean, Inc.
Tech relies on channels more than most …
3
Of tech company’s
revenue comes from
indirect channel,
expected to grow to 80%
or more (Accenture) Channel incentives,
typically a high-tech
company’s largest
marketing expenditure
(Accenture)
3-5%
70%

4. Copyright © 2001-2017 Alinean, Inc.
How does your channel sell?
4
Company
Products / Services
Features
Price
Sell with Features
/ Price vs. Value
(The Economist)
93%

5. Copyright © 2001-2017 Alinean, Inc.
What your Buyers want, What your Buyers need …
5
65%
of C-suite execs are
“actively engaged” in the
ying decision-making (MHI Global)
80%
of purchasing budgets
controlled by business
leaders & execs (IDC)
5.4
Decision makers
per deal (CEB)
67%
of buyers journey
done digitally (Gartner)
Engage Earlier
Engage Higher
Engage w/ Value
$

6. Copyright © 2001-2017 Alinean, Inc.
Elevating Partner Enablement – Engage Earlier
6
DaaS Challenge

7. Copyright © 2001-2017 Alinean, Inc.
Elevating Partner Enablement – Engage Earlier
7
DaaS Challenge

8. Copyright © 2001-2017 Alinean, Inc.
Elevating Partner Enablement – Engage Earlier
8
DaaS Challenge

9. Copyright © 2001-2017 Alinean, Inc.
Elevating Partner Enablement – Engage Earlier
9
DaaS Challenge

10. Copyright © 2001-2017 Alinean, Inc.
Elevating Partner Enablement – Engage Earlier
10
DaaS Challenge

11. Copyright © 2001-2017 Alinean, Inc.
Elevating Partner Enablement – Engage Higher
11
Windows 10 Challenge
Incremental
engagements
a month
100
Months acceleration
6

12. Copyright © 2001-2017 Alinean, Inc.
Elevating Partner Enablement– Engage w/ Value
12
UC Solution + “Challenger” brand
Credibly prove savings of 30%-40% vs. competition?
• TCO tool – self-service marketing + partner
channel versions
• Partner training: webinars, videos & in-
person sessions
• 250 channel partners
• 600 unique visitors & 150 customized reports
per month
• TCO guarantee program
• No TCO tool? No discount.
Evolved from Product to TCO in 30% of all deals
Elevated win rates from 62% to 90%
10% deal size improvement
$30 Million+ Per Year

13. Copyright © 2001-2017 Alinean, Inc.
Partner Enablement, Value & the Buyer’s Journey
Why Change? Why Now? Why You?
Ideas Exploration Evaluation Selection Renewal
Why Renew?
Value Selling Tools ROI / TCO Tools
Marketing
Sales&
Consulting
Assessment &
Benchmarking Tools
Engage Earlier Engage w/ ValueEngage Higher

14. Copyright © 2001-2017 Alinean, Inc.
Partner Enablement – The Challenges
14
SkillsConfidence
Credibility
Engagement
Acumen
Coaching
Playbook
Turnover
Retention
Articulation
ROI
TCO
Doing Nothing isn’t an Option

15. Copyright © 2001-2017 Alinean, Inc.
Hit Your Channel Sales Goals with
ROI Selling
15
Tom Pisello
tom@alinean.com
@tpisello
@AlineanROI
http://www.alinean.com

16. Copyright © 2001-2017 Alinean, Inc.
Upcoming Events…
16
SANTA CLARA, CA
Date: March 1, 2017
Location: Hyatt Regency Santa Clara
BOSTON, MA
Date: March 9, 2017
Location: Westin Hotel at Copley Place
http://alinean.com/2017-business-value-summit/