How to grow your IT channel revenue by 400% (or more)

How to Grow Indirect
IT Channel Revenue
by 400% (or More)
Presented by CSBexcellence

Partner Productivity
www.csbexcellence.com Copyright © 2014 CSBexcellence Page 2
Cloud
Vendor
20%
80%
Channel
Partners
Channel
Revenue
20%
80%
Drives
Drives
Does 20% of your channel drive 80% of your revenue?

Business Impact
• Your channel revenue could be much, much higher
• Your rate of growth could be much, much faster
• You’re wasting time & resources on low-performers
• Your revenue is at risk if any high-performers go away
Your success is tied to the success of your channel!
If 80% of your channel is underperforming…

Low Productivity Factors
Your channel partners may …
• Lack resources to generate new business
• Have little or no experience in sales & marketing
• Be reluctant to invest money in marketing programs
• Have saturated their installed customer base
• Or, simply lack the motivation to grow their business
You can remove all of these obstacles, except the last one.

The Answer is SALES LEADS
• Many partners know how to close deals
• Most partners don’t know how to find deals
• Resources that enable partners are only partially effective
• Qualified sales leads are the shortest path to growth
What if your partners were seeded with quality leads?
Leads: The missing ingredient in most channel programs

Lead Quality is Key
• Targeted at the right kind of customer
• Sales-ready prospects in the buyer zone
• Produced on a consistent basis
• Generated at a low cost-per-lead
Lead quality makes all the difference, IF leads are:
A quality lead funnel drives higher & sustained revenue growth

Partner Productivity:
One Scenario…
• Increased average deal size from 15 to 20 users?
• Increased one-time revenue from $40 to $50 per user?
• Increased recurring revenue from $40 to $50 per user?
• Increased deal acquisition from 0.5 to 1 deal per month?
• And you added another 25 new partners just like them?
What if your best partners:
Your channel revenue would grow by 400%

How to Increase Revenue
by 400%
Ideal Channel
Revenue
Existing Channel
Revenue
400%
Increase

Partner Productivity
Modeling Tool
Existing & Ideal
Input Assumptions Detailed Revenue
Projections Graphical
Summary
TAB #1
TAB #2
TAB #3
Download the model at: info.csbexcellence.com/partner-productivity-model

Generate Quality Leads
with Inbound Marketing
• To nurture more leads into buyers
• Target more high-value customers
• Deliver more sales-ready leads
• Generate leads with more consistency
• Reduce the cost of customer acquisition

Use Inbound Marketing
to Recruit New Partners
• Define and target your ideal partner profile
• Attract prospective partners with online content
• Nurture, qualify and convert the best-fit partners
• Onboard new partners with an end-customer
inbound marketing program to build their funnel

Inbound is the
“NEW” Marketing
• The average buyer completes 57% of the buying process
before ever contacting a sales person (CEB – New Decision Timeline)
• 85% of tech buyers need to encounter at least 3 pieces of
content before engaging solutions provider (Marketing Sherpa)
• 30-50% of leads that enter the sales pipeline are qualified leads
that are not ready to buy (Gleanster)
• Companies using inbound marketing have 55% more traffic &
70% more leads (Hubspot)
• Inbound marketing cuts deal acquisition cost in half (CSBexcellence)

Inbound Marketing as a
Managed Service
SEO
SEM
Graphics
Analytics
Strategy
Lead
Nurturing
Conversion
Content
Social
Media
HTML
• Flat monthly fee
• Deep experience
• Multiple disciplines
• Flexible & adaptable
• Fraction of the cost
of internal resources
• Scalable up & down
• Operates as your
virtual organization
Copyright © 2014 CSBexcellence Page 13www.csbexcellence.com

The Return on Investment
Managed Funnel
$$$
- Suspects
- Prospects
- Opportunities
Traffic
Content for Website & Offers
(based on buyer persona)
Landing Pages
(conversion-
optimized)
Leads
Segmented Database
$2,500/month Revenue Generated
36 months Contract Term
$90,000 Contract Value
50% Gross Margin
$1,250/month Gross Profit
$2,500/month Marketing Expense
2 months Payback Period
$42,500 Return on Investment
Typical Inbound Marketing ROI
Targeted
Buyers
Incremental Revenue
(SEO, Blog &
Social Media)

Constant Measurement
and Optimization
Key Performance Metrics
• Traffic volume
• Site conversion
• Lead quantity
• Lead quality
• Deal acquisition rate
• Average deal values
We monitor the Metrics That Matter on a performance dashboard
We assess the role of content, campaign strategy and methods
Then we do more of what works and less of what doesn’t work

Our Engagement Model
We begin with deep discovery, content development and campaign design
Then we build traffic, optimize conversion, nurture buyers and drive deals

For More Info VISIT:
www.csbexcellence.com
Todd Hussey
todd@csbexcellence.com
Phone: (800) 785-4620
Dave Zwicker
dave@csbexcellence.com
Phone: (800) 785-4620

How to grow your IT channel revenue by 400% (or more)

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How to grow your IT channel revenue by 400% (or more)