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MSP/Sales Channel Management NAMMU - PowerPoint PPT Presentation


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MSP/Sales Channel Management NAMMU. Agenda. Team Level set on channel partners Opportunity Review Role . International Sales / Alternate Channel Organization Chart 2008. Organization Overview. Partner Facts. Partners are involved/sell/transact $3.3 b or 62% of total revenue TM > 70%

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Presentation Transcript
agenda
Agenda
  • Team
  • Level set on channel partners
  • Opportunity Review
  • Role
partner facts
Partner Facts
  • Partners are involved/sell/transact $3.3 b or 62% of total revenue
    • TM > 70%
    • DM > 60%
    • Parcels > 20%
market overview

TM Sales

TM Untapped Potential

DM Sales

DM Untapped Potential

Parcel Sales

Parcel Untapped Potential

Market Overview

Transaction Mail

Direct Marketing

Parcels

alternate channel focus
Alternate Channel Focus

Deciles 1 2 3 4 5 6 7 8 9 10 Consumer

Direct

Sales

Gap

Retail

  • Current methods to serve the gaps are;
    • MSP’s
    • Meters
    • Venture One
    • eBay
    • DMOL
    • Ship in a Click
  • Deciles 6-10 contain ¾ million customers with a potential of $6.1B
approach to partners
Approach to Partners
  • MSP’s
    • No formal program
    • Serve representation
  • Meters
    • Formal regulatory and certification program for meter models
    • Ad hoc Marketing initiatives
    • No formal partner program
  • Retail
    • Partner/location selection process
    • Formal agreements outlining the obligations of both sides
    • Merchandising & Marketing support
    • Service, point of sale system
  • Others (Post Net, Yellow Pages, eBay)
    • Opportunistic
approach to partnerships
Approach to Partnerships
  • Other Postal Administrations
    • Australia Post Bulk Mailer Program (quality of the mail)
    • USPS Web site (list and search for MSP by city)
  • High Tech
    • Sophisticated programs
    • Certification, training, sales support, collateral, business planning, business reviews, lead generation, conferences
partner program
Partner Program
  • Elements
    • Registration, Certification, Business Planning, Marketing, Sales, Training, Service
    • 3 levels
      • Registered
      • Certified
      • Marketing Partner
        • May have an additional level (Gold)
    • Requirements
      • Formal certification program
      • Marketing materials & website
      • Case management
      • Reporting
      • Training & knowledge management
next steps
Next Steps
  • Complete staffing
  • Consult with the industry
  • Define Phase 1 of the Partner Program and begin implementation