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Future Partner Cooperation- Taking Cooperation to the Next Level Sveinn Aki Ludviksson and Carsten Wulff
LS Retail Partner Network • LS Retail is the leading Independent Software Vendor (ISV) for Retail in the Microsoft space • Invested heavily in building a qualified and homogenous Partner channel that sell and service its Retail solutions • The Partner channel currently consists of 120 partners in 60 countries • Our Partners have sold LS Retail solutions to over 1.800 customers
The LS Retail Way • The backbone of LS Retail - two decades of continuous success rests on values based on long term thinking, high quality and visionary ideology. • These values are mirrored through our ever widening network of Business Partners with installations in approximately 140 countries worldwide.
Most successful ISV Partner Program 120 partners – all with skillful staff, sales and support Uniform, certification, training, agreements Cooperation between partners with global customers with stores operating across countries with same understanding of needs, providing the same knowhow of the product in all countries Processing 150-200 customers per year CfMD recognized Reseller Program from MS Partner Program
Challenges More partners Global reach More comprehensive products New product lines Changes in Microsoft Partner/Product focus New licensing opportunities Volume – prepared to go to 1000 customers per year
More comprehensive products LS Inventory Optimiser LS Franchise Management LS Forecourt LS Web Store Integration LS Stock Ledger LS Special Order LS Replenishment LS Inventory management -> Instore management LS Hospitality – Recipe - POS LS POS 1 LS Retail Retail Back Office – Stores - HQ 2000 2004 2007 2009 2010 2011
More Product Lines ”Future Lab” LS Retail AX Add-ons LS Retail.NET LS Retail AX and Posis LS Retail NAV 2000 2004 2007 2009 2010 2011 2005
The Situation has changed 10 to 120 Partners North Europe to Global Retail Solutions Framework SMLA SMLA Product Addendum ”Future Lab” LS Retail AX Add-ons LS Retail.NET LS Retail AX and Posis LS Retail NAV 2000 2004 2007 2009 2010 2011 2005
Partner Agreement a la Carte Objective Update and adjust to international legislation and Microsoft Business Environment Partner, ISV, Reseller, Services Product Portfolio Licensing Model
Introduction to agreements • LS Retail‘s contractual relationship with its Partners is governed through the Software Marketing License Agreement (SMLA) • The current SMLA has been in use for over 10 years with minor amendments • LS Retail‘s product offering has grown and with different licensing and delivery options now available, it is necessary to review and restructure the SMLA
LS Retail Core Agreements • The core document in the Contract Framework will be the „General Terms and Conditions for Reselling Partners“ (GTR) • The GTR will be signed by every Partner that is reselling any products from LS Retail • The GTR will then be activated by signing a „Partner Agreement“ describing products and versions.
LS Retail Core Agreements • General Terms and Conditions for Reselling Partner • Definitions • Proprietary Rights • Confidentiality • Non-Competition • Reseller obligations • Warranties, Limited Liability, Infringement • Term and Termination • Miscellaneous • Product Resale Agreement • Scope of License • - product, country versions • Performance Commitment • Fees and Payment Terms • Orders and Licensing Procedure • Contact persons • Product Resale Agreement • Scope of License • - product, country versions • Performance Commitment • Fees and Payment Terms • Orders and Licensing Procedure • Contact persons • Product Resale Agreement • Scope of License • - product, country versions • Performance Commitment • Fees and Payment Terms • Orders and Licensing Procedure • Contact persons • Product Resale Agreement • Scope of License • - product, country versions • Performance Commitment • Fees and Payment Terms • Orders and Licensing Procedure • Contact persons • Product Resale Agreement • Scope of License • - product, country versions • Performance Commitment • Fees and Payment Terms • Orders and Licensing Procedure • Contact persons
LS Retail Optional Agreements Partners In addition, there will be new agreements covering optional programs and services
Partner Support Plan Partners Partner Support Plan • Enhancing LS Retail‘s current support offering • Different levels of Support Plans (response times, incident numbers, exam discounts, service manager, etc.)
Localisation Agreement Partners Partner Support Plan • LS Retail takes more active control of the Localized Versions • Ownership of the Localized Version will reside with LS Retail • In line with Microsoft‘s policy on Localized Versions Localisation Agreement
LS Retail β-Program Partners Partner Support Plan • Offered to selected Partners to improve quality of releases • Certain activity requirements prior to joining the program • Certain feedback requirements to stay in the program Localization Agreement LS Retail β-Program
Consulting Services Partners Partner Support Plan • Project Engagement Agreements (statement of work) • Project Lead Agreements (from lead to live) • Project Rescue Agreements (from dead to live) Localisation Agreement LS Retail β-Program Consulting Services
End-User Agreements Partners Partner Support Plan LS Retail will provide End-User Agreements instead of only minimum terms Localisation Agreement LS Retail β-Program Consulting Services Customers End-User License Agreements End-User Maintenance Agreements
New initiatives Partners Partner Support Plan In addition - two new initiatives are being introduced this year Localisation Agreement LS Retail β-Program Consulting Services ISVs and Sales Agents LS Retail Certified Agents LS Retail Certified Solutions
LS Retail Certified Solutions • LS Retail will offer a defined structure for ISVs that wish to sell their add-on solutions through the LS Retail Partner Channel • The solution has to fulfill certain criteria for certification and to be re-certified for each LS Retail product release • These certified solutions will be ordered from LS Retail but with an EULA between the ISV and the customer
LS Retail Certified Sales Agent • LS Retail Sales Agent is a new type of relationship in order to boost awareness and expand the sales channel • The Sales Agent is qualified to demonstrate LS Retail to prospects but does not have implementation or support capability • Sales generated through Sales Agents will be offered to LS Retail Partners for implementation and on-going support
LS Retail Contract Framework Partners Partner Support Plan Localisation Agreement LS Retail β-Program Consulting Services Customers ISVs and Sales Agents LS Retail Certified Agents End-User License Agreements End-User Maintenance Agreements LS Retail Certified Solutions
Thank you www.LSRetail.com